2006 winter drop

What’s Inside

Hemophilia and Blood Banking in Armenia PAGE 3

Tools of the TradePAGE 7

New Board Members and LiaisonsInsert

OUR MISSION:To provide education, development and resources for the donor recruitment professional.

OUR VISION:We are the worldwide industry leader in the fi eld of donor recruitment with an ongoing commitment to shape international policies and standards and to develop marketing strategies and specialized resources for the donor recruitment profession. ADRP EXECUTIVE BOARD

PresidentJohn Armitage, M.D.Greater Alleghenies RegionAmerican Red [email protected]

Immediate Past PresidentSharlene LachanceCanadian Blood [email protected]

President-ElectSusan ChurchillMayo [email protected]

SecretaryJuanamarie HarrisNational Marrow Donor [email protected]

TreasurerMarilyn HughesCarter [email protected]

APRIL 2006ADRP Annual Conference

Fort Worth Texas

Volume 18 Winter 2005

From the association of donor recruitment professionals

Donor Recruiter: A Leading Role in the Blood Center

Day-in and day-out, donor recruitment professionals use an array of leadership skills to create and deliver successful blood drives (clinics). Th ese include inter-

personal, organizational and business capabilities that are essential for turning the good intentions of donors

and sponsors into effi cient, productive collection activi-ties. Developing these leadership abilities can and should

translate into preparation for management responsibilities either inside the blood center (service) or beyond.

Strong leaders, like good recruiters, have the ability to work with diverse people to achieve top performance. For each sponsor group, a fi eld represen-tative (“rep”) is tasked to manage relationships with the coordinator (chair-person), drive committee, volunteers, and donors. Often, the account rep may work just as hard to infl uence colleagues, schedulers, collection staff and others in blood center to arrange operational details to best advantage. Com-munication, negotiation, persuasion, delegation and confl ict resolution are a few of the people skills that are exercised to achieve success. In support of all-important drive committees, the account rep employs human resources expertise in areas such as member identifi cation and recruitment, retention and succession, training and development and reward and recognition. Off er-ing guidance to committee chairs on team building, goal setting and infl uence brokering is often needed, as well. Another area of leadership training that is built into the recruiter’s job is in the management of complex, time-sensitive operations. To orchestrate an eff ec-tive blood drive, an account rep must be an expert organizer with a passion for detail. He or she has to assure coordination of its numerous interdependent elements: facilities, staffi ng, equipment, supplies, transportation, canteen food, donor gifts, advertising, telerecruitment, donor scheduling, etc. Th is logistic ballet occurs in a dynamic environment of advancing technology and increasing regulation. Th us, rapidly prioritizing tasks, triaging resources and adjusting plans are crucial for maximizing outcomes. Likewise, the recruiter should be comfortable with production forecasting, contingency planning and problem solving. Since drive sites and sponsor groups vary widely and evolve, he or she must be able to learn from experience and apply the lessons across

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A quarterly newsletter from ADRP

A quarterly newsletter from ADRP A quarterly newsletter from ADRP

Recently, my wife, Jocelyn Bessette-Gorlin and I had the honor of visiting Armenia as part of a medical twinning program developed by the World Federa-tion of Hemophilia (WFH). Established

comprehensive hemophilia treatment centers typically in the US or Europe are paired with programs in developing countries. The goal is to educate medical staff about

hemophilia so they can provide modern care in their country.

After landing at midnight we were greeted by our hosts including David, a man with hemophilia, his mother and Tanya, the director of the local hemo-philia association. This was the beginning of what was to be amazing hospitality. Formally and by interpreter we were welcomed to the country. “We hope to show you all the beautiful and best things about our country” the inter-preter said.

Monday September 5, 2005

In a small dark room with cracked walls

we met the director of the hematology department, Dr. Smbat Daghbashyan. He welcomed us to his country and shared his sympathy about the hurri-cane disaster in New Orleans. He said that they would never forget all that the Americans did to help their coun-try after their earthquake in 1988. We viewed the hemophilia administrative and treatment area being built and then visited the soon-to-be blood bank.

We were then driven to the Ministry of Health. Twinning programs are a 5-year effort during which the World Federa-tion of Hemophilia, a patient advocacy

Hemophilia and Blood Banking in Armenia Part IS u b m i t t e d b y J e d G o r l i n , M . D . , M e m o r i a l B l o o d C e n t e r s

Jed Gorlin, M.D.

On June 28, the New York City Police On June 28, the New York City Police Department (NYPD), along with New Department (NYPD), along with New York Blood Center (NYBC), recognized York Blood Center (NYBC), recognized NYPD offi cers, recruits and civilian staff NYPD offi cers, recruits and civilian staff for their outstanding commitment to the for their outstanding commitment to the blood donation cause. Rolf Kovenetsky, blood donation cause. Rolf Kovenetsky, Vice President of Corporate & Com-Vice President of Corporate & Com-munity Relations for NYBC presented munity Relations for NYBC presented Police Commissioner Raymond Kelly Police Commissioner Raymond Kelly with a commemorative trophy recogniz-with a commemorative trophy recogniz-ing New York Cityʼs police force as the ing New York Cityʼs police force as the largest single donor group for New York largest single donor group for New York City. Last year NYPD made 8,170 dona-City. Last year NYPD made 8,170 dona-tions, saving countless lives in the New tions, saving countless lives in the New York Metropolitan area, and demonstrat-York Metropolitan area, and demonstrat-ing why they are New Yorkʼs fi nest.ing why they are New Yorkʼs fi nest.The ceremony recognized those who The ceremony recognized those who had reached the three gallon or more had reached the three gallon or more donation level, and awarded the Com-donation level, and awarded the Com-missionerʼs Cup to the Patrol Borough missionerʼs Cup to the Patrol Borough with the highest number of donations with the highest number of donations in a year. For the fi fth year in a row, in a year. For the fi fth year in a row, Patrol Borough Bronx was awarded The Patrol Borough Bronx was awarded The Commissionerʼs Cup, with approxi-Commissionerʼs Cup, with approxi-mately 1,000 pints in each of the last mately 1,000 pints in each of the last fi ve years. In addition, four other group fi ve years. In addition, four other group awards were presented by Police Com-awards were presented by Police Com-missioner Kelly, who serves as Com-missioner Kelly, who serves as Com-munity Co-Chair on NYBCʼs Volunteer munity Co-Chair on NYBCʼs Volunteer Leadership Team.Leadership Team.First Deputy Commissionerʼs Award First Deputy Commissionerʼs Award

(non-patrol borough unit donating the most pints of blood) – Traffi c Control Division (521 pints).Division (521 pints).Chief of Departmentʼs Award – patrol Chief of Departmentʼs Award – patrol borough or non-patrol borough unit that borough or non-patrol borough unit that is most improved in donations from is most improved in donations from the previous campaign year) – Patrol the previous campaign year) – Patrol Borough Manhattan North who had a Borough Manhattan North who had a whopping 1,447 percent Improvement whopping 1,447 percent Improvement over 2003 (from 62 donations in 2003 to over 2003 (from 62 donations in 2003 to 959 donations in 2004).Chief of Patrolʼs Award – patrol borough with most pints of blood on a per capita ratio – Patrol Borough Manhattan South (18.6 percent).Chief of Personnelʼs Award – (non-patrol unit donating the most pints of blood on a per capita ratio) Fleet Ser-vices Division (58.1 percent).The 2005 Commissionerʼs Cup compe-tition is well under way with Manhat-tan North and Patrol Borough Bronx neck-and-neck for the top honors with 491 and 531 donations, respectively. The NYPD donated 4,635 pints in the fi rst half of 2005 – an 11 percent increase over the same time period in 2004.The Commissionerʼs cup began in 1996 and NYPD blood donations have been on the rise ever since, growing from on the rise ever since, growing from

1,250 pints in its debut year to 8,107 pints in 2004. New York Blood Center thanks all of our NYPD blood donors, and especially Chief of Personnel, Rafael Pineiro, and his staff for their help and support. A special “Champions of Life” award was presented to ASA Nancy Rodriguez who not only runs the very successful NYPD Headquarters blood drives, but also acts as the day-to-day liaison for NYBC.In addition to being recognized by NYBC, the NYPD was chosen by the American Association of Blood Banks to receive the “Award of Merit” in the Group Category for its dedication to blood donation. The award was present-ed at the 2005 AABB gala in October, held in Seattle, Washington.

Commissioner’s Cup Award Ceremony Honors NYPD DonorsS u b m i t t e d b y R o l f R o v e n e t s k y , N e w Y o r k B l o o d C e n t e r

(Left to right) – New York Blood Center (NYBC) Account Manager Elyse Leon, NYPD Lt. Brendan Croke of Patrol Borough Bronx, NYBC Manager of Corporate & Community Relations Christine Foran, NYPD Deputy Chief Terence Monahan of Patrol Borough Bronx and NYBC Account Manager Cleo Oliver

continued on page 4

A quarterly newsletter from ADRPPage 4 A quarterly newsletter from ADRP

Starting Small, Thinking BigS u b m i t t e d b y J u l i e G a y l e , C a r t e r B l o o d C a r e

Twenty years ago, the Garland Scottish Rite Club started a blood drive. Motivated by the transfusion needs of Texas children, the club agreed to give credits for all collected blood to Texas Scottish Rite Hospital for Children. For eight years, the Gar-land Clubʼs blood drives continued, collecting anywhere from eight to 35 units each drive. Although the numbers were typical for an organization that size, club members were not necessarily satis-fi ed with “typical.” They wanted to do more, and member Jack Patterson had an idea.

Patterson, a 50-gallon blood donor himself and Carter BloodCareʼs 1999 Lifetime Achievement Award winner, had a vision to expand the Clubʼs blood drives by including all Garland Masonic Bodies. It was a simple idea, but its impact would be

far-reaching. In 1993, nine Masonic bodies pooled their resources to host the fi rst-ever Garland Masonic Bod-ies blood drive. They collected 160 units – nearly 20 times the blood collected the previous year.

Jackʼs idea appeared to be working. Masonic leaders were impressed and decided to include all 50 Masonic Lodges

in the Dallas area. As a result, the series of Masonic blood drives, appropriately named the Masonic Gift of Life Program, was collecting enough blood to pay the entire blood bill for Texas Scottish Rite Hospital for Children.

The vision spread. Two years later, state Masonic leaders decided to adopt the Masonic Gift of Life Pro-gram, which would include 892 Tex-as Masonic Lodges statewide. Since then, the program has been able to

pay the blood bill for not only Texas Scottish Rite Hospital, but also for Houstonʼs Shrinerʼs Hospital and the Shrine Burn Center in Galveston.

As an integral part of the Gift of Life Program, the Garland Masonic Bod-ies host seven annual blood drives, the largest being the September drive held at the Clubʼs Garland Masonic Lodge. Planning for the September drive begins in July. According to Jack, community involvement and maintaining close contact with do-nors are key ingredients to a success-ful blood drive, not to mention the free hot breakfast, door prizes, en-tertainment and T-shirts to registered donors. A little friendly competition among the Texas Lodges doesnʼt hurt. Because the Garland Masonic Bodies have set the bar high, they are the obvious ones to beat. “Every year someone tells me that theyʼre going to beat us,” Jack says. “I say that would be great, and Iʼll be the fi rst to congratulate you, since the real winners will be our community and the kids in the hospital.”

50-gallon donor Jack Patterson

organization largely funded by factor concentrate manufacturers, provides free factor concentrates in trade for written agreements by the host country to purchase similar volumes of concen-trate. The intent is that the receiving country be self-suffi cient within 5 years. The Ministry of Health had signed a contract 2 years before to purchase factor concentrate. Unfortunately, they never purchased the factor concentrate. Because of this, patients continued to suffer with bleeding episodes. Some fi nancially secure families could pur-chase factor concentrates on the black market, but most went without it.

We watched mothers and the WHF

representative deftly negotiate with the minister of health. Negotiations ensued and the government agreed to purchase $60,000 of factor by year’s end. Since the minister of health is a political ap-pointment, the WHF is eager to ensure that the factor is purchased while this minister is still in offi ce!

The director of hematology told Jocelyn that the profession of nursing is very different in Armenia than it is in the United States. He said the nurses have little education and they are minimally involved in hemophilia care. Jocelyn found that even though they are mini-mally involved many nurses have exten-sive knowledge about hemophilia and

had experience administering plasma or concentrates. They were eager to learn more and Jocelyn discussed the basics of the disease.

We visited a patient’s home because in the US and Europe much of hemophilia care including factor administration and joint care is done at the home. The parents greeted us warmly. We exam-ined the patient’s joints and found that due to the lack of treatment, his knees, ankles and elbows were contracted and swollen. We had brought factor and trained the mother how to draw it into the syringe and administer it.

Hemophilia and Blood Banking in Armenia Part I - Continued from page 3


a range of new settings and circum-stances. Because his or her job has broad scope, the recruiter has the chance to hone a wide range of general busi-ness capabilities of potential use at an executive level. For example, he or she likely has experience handling sensitive public relations issues and dealing with the media. Of neces-sity, he or she is schooled in the area advertising and marketing. Because “the numbers” are so important in measuring success, data analysis and trending are acquired survival skills. Frequently, the account rep is masterful in vendor negotiations and budget management. Likely, he or she is a “pro” at soliciting give-away items, free food, etc., which is the art of fundraising. Practice at public speaking, an appreciation for good customer service and the determina-tion to overcome failure are all part and parcel of the job. In summary, to job of recruiter aff ords tremendous opportunity to train for future managerial and executive positions. Knowing this, outstanding recruiters should con-fi dently leverage their skills and experiences in seeking promotions or other advancement. Also, ac-count reps with ambition should consciously take inventory of their leadership weaknesses and work to improve them via their daily work. And last, to attract the best ap-plicants for account rep positions, interviewers should highlight this ample opportunity for professional development. So what are the solutions? How can the recruitment profession elevate itself? I off er a few suggestions…

1) Advertise your (and your staff ’s) successes. More than enough people are looking at your collection num-bers each day, but precious few are celebrating your wins. Send out a weekly list of drives that made goal and the reps who were responsible. Celebrate drives that reach new, best-ever totals. Cheerlead for yourself and each other. You know how im-portant positive energy is for a blood drive, so bring some of it into the blood center for your own purposes.2) Stop burning out the best and brightest recruiters. If you are a su-pervisor, manager, or director, resist the quick-fi x temptation to give your top performers disproportionately high goal increases, vacant territory cross-coverage, etc. Allow these folks to get involved with administra-tive projects, committee work, etc. within the center in order to elevate their profi le, widen their networks, and expand their skill sets. Th ey can be important ambassadors for recruitment profession inside your organization. 3) Run a fabulous employee blood drive program for your center. Give your colleagues an up-close glimpse of the skills and organization it takes to pull-off a top-notch drive. Make sure department heads are held ac-countable for their staff ’s donation numbers. Let them see how well they do against their assigned and monitored recruitment goals.4) Don’t hide from regulatory issues and understanding. Most of the rest of the blood center lives and breathes a compliance culture. By avoiding or minimizing this reality, recruiters marginalize themselves. 5) Seek education and expertise on

technical and medical matters. Most of the leaders in blood banking these days have a scientifi c background of some sort (physicians, medical technologists, nurses, etc.). It is only human nature that they will respond favorably if they are engaged intel-ligently in an area of their expertise and interest. 6) Embrace a sales culture. Do not hesitate to use sales terminology to describe your work, at least in the confi nes of your center. Demand sales education and tools. Know the revenue you bring in. Some recruit-ers are responsible for more than $2 million in income per year. 7) Support ADRP. It is only organi-zation that is focused on promoting your profession. • Get colleagues to join.• Share knowledge gained

through the annual conference, ‘the Drop,’ and ADRP’s website.

• Let center management know when you implement ideas learned via ADRP.

• Push to attend ADRP’s 2006 Con-ference in Fort Worth, Texas.

• Volunteer for ADRP committee work – look at this ser-vice is also as an honor and a privi-lege as well as a great networking and developmental opportunity.

You are invited by to submit other suggestions to ‘the Drop.’ I also urge you to take actions. Once again, good luck in your endeavors.

Have a great season!Sincerely,

John Armitage, M.D.

Letter from President (cont. from page 1)


Tools of the Trade AwardsF o r m e r l y t h e A D R P A r t G a l l e r y

Getting the word about donat-ing blood is hard, quality printed materials can make it easier. Doe you have a print campaign you are extremely proud of or that has been overly successful? Submit it for the Tools of the Trade!The submission process and other details have changed along with the name, so please read carefully and check out www.adrp.org for more details.

Categories• Poster/Flyer• Brochure• Postcard/Mailer• Newsletter, Advertisement• Educational materials

Eligibility Criteria• Submission must be made by a

current individual member of ADRP• Attendance at the conference is not

required• All submissions must be received no

later than March 31, 2006

Submission Requirements• Typed submission form (www.adrp.

org) for each item submitted• Submit hard copy of items no larger

than 11” x 17”• Submissions to be displayed during

the conference• Submissions become the property

of ADRP

If you win...• First place ribbon and certifi cate to

be awarded during the Annual Awards Ceremony

• Listed in the Drop• Noted on the ADRP website

Questions?Direct inquires to: Marsha Belgrade Awards Committee Co-ChairLifeSouth Community Blood Centers – Civitan Region 1221 NW 13th Street Gainesville, Florida 32601 W: 352-334-1000 x41024 Fax: 352-334-1051 E: [email protected]


Hosted by Carter BloodCare, this conference promises outstanding educational and networking opportunities for donor recruitment professionals - new and seasoned alike.

ADRPʼs annual conference will be held at the

Plan on attending ADRP’s 28th Annual Recruitment Conference in Fort Worth, Texas!

Renaissance Worthington Hotel in Fort Worth. The conference begins Wednes-

day April 26 and will conclude on Saturday, April 29. Preconfer-ence workshops

will be held on Tues-day and Wednesday,

April 25 and 26. For more information, please visit www.adrp.org.

OUR MISSION:To provide education, development and resources for the donor recruitment professional.

OUR VISION:We are the worldwide industry leader in the fi eld of do-nor recruitment with an ongoing commitment to shape international policies and standards and to develop marketing strategies and specialized resources for the donor recruitment profession.

Mailing permit informationMailing permit information

For additional copies of ‘the Drop’ orto inquire about ADRPmemberships, please contact:

Bob HughesAdministrative Assistant

ADRPPO Box 540524Grand Prairie, TX 75054-0524972.642.0100

e-mail: [email protected]

‘the Drop’ is printed and distributed quarterly by the ADRP Communications Committee. We welcome articles, comments, questions and suggestions.

Correspondence for ‘the Drop’ should be forwarded to:

Mary Jane Thomsen, CommunicationsCommittee Chair/Newsletter EditorMEMORIAL BLOOD CENTERS5115 Burning Tree RoadDuluth, MN 55811218.723.8080, ext. 3113e-mail: [email protected]

Dr. John Armitage, ADRP President, and his children, Vivian and Elliot enjoying the winter weather.

2006 winter drop

Documents

eld of donor recruitment

donor gifts

donor scheduling

blood banking

blood centerday

account rep

harrisnational marrow

blood center service