Robert Hopkins Pfaff 455 Wallace Drive Charleston, South Carolina 29412 Office: (843) 225‐5603 Cell: (843) 300‐5474 robert@rainmaker‐solutions.net PROFESSIONAL PROFILE Seasoned nonprofit executive, with an IMBA in Financial Analysis and 20+ years’ experience in fundraising and finance, including senior management, grant and major gifts, corporate finance, strategic planning, marketing and communications. CAREER HIGHLIGHTS GRANTS RESEARCH & WRITING • Developed three‐year strategic plan, narrative and pro forma budgets for economic development project that secured $1.25 million in federal and matching grants. • Produced first strategic plan for regional food bank, which resulted in $215,000 infrastructure grant, increasing distribution from two to ten million pounds. • Developed case statement, using basic financial analytics, for animal welfare organization, raising $100,000 from two corporate prospects. • Researched, wrote and secured more than $10 million in new and renewed grants, representing a broad range of grant‐makers, for a variety of nonprofits. PLANNED GIVING & FINANCE • Managed $200,000,000 portfolio of charitable trusts, small foundations and endowments for major financial institution. • Trained and experienced in planned giving, using PGcalc software. • Named Top Ten Charitable Advisors in Southeast. DONOR PROSPECTING & MARKET RESEARCH • Founded nonprofit consulting firm (Rainmaker Solutions Ltd. Co.) providing marketing, fundraising, strategic planning, and donor prospecting services. • Completed three‐month market research study for land conservancy, including 30 stakeholder interviews and a comparative, financial analysis of revenue breakdowns for 50 peer organizations to determine best practices for this mission niche.
• Completed second, comprehensive market research study for local, nationally recognized asset management firm; developed business model, strategic plan and marketing campaign, tailored to the nonprofit sector. • Completed market research, strategic planning and business model for successful start‐up nonprofit, providing healthcare to low‐income & disabled veterans. • Donor prospecting, profiling and relationship‐mapping for various clients. MAJOR GIFTS, ANNUAL FUNDS & DIRECT MAIL • Developed and tracked strategic development plan, involving both stakeholder interviews and financial analysis that raised $1.6 million in operating and program gifts for large, residential youth‐services provider. • Developed Thanksgiving direct‐mail campaign for regional food bank, expanding from 20,000 to 100,000+ pieces, generating $85,000+ net proceeds each year. • Developed simple donor analytics that decrease donor attrition, and segment donors, increasing response to direct‐mail, event invitations and major gift solicitations. SPECIAL EVENTS & CAMPAIGNS • Managed $4 million capital campaign for local, residential youth‐services provider, producing grant proposals, prospecting events and soliciting individual and corporate investments that ranged from $1,000 to $1 million, reaching goal in 22 months. • Revived major, local fundraiser for regional food bank that now attracts 800‐900 guests and nets $150,000+ in revenues and sponsorships each year.
• Performed thorough cost‐benefit analysis of insolvent special‐event fundraiser for refugee services provider. Planned alternative event, and increased corporate sponsorships, raising $50,000 in the event’s first year. • Produced hundreds of successful, cost‐effective special events: parade, conference, designer show houses, live performances, art exhibitions, live and silent auctions, numerous black‐tie galas, and donor‐relations events. MEDIA & COMMUNICATIONS • Created and managed two websites for regional food bank, which included secure online donation system, searchable database of local hunger/homelessness services, and password‐protected, customer‐service extranet for 400 member agencies. • Designed and produced dozens of large‐scale direct mail pieces, annual reports, brochures, promotional videos, newsletters, media relations and email campaigns, enhancing ROI through innovative design, strong content and donor segmentation. • Experienced in social media as donor relations and prospecting tool. PUBLICATIONS Pfaff, Robert. 252 pgs. 2012. Wild Life: A Memoir. Self‐published. Johnson, Alexandra.241 pgs. 2001. Leaving a Trace: On Keeping a Journal. Little Brown & Company. Except from the memoir “Wild Life” published. EMPLOYMENT HISTORY * RAINMAKER SOLUTIONS Ltd. Co. Charleston, SC Founder & President 2010‐2012 REFUGEE FAMILY SERVICES Atlanta, GA Director of Development & Communications 2009 ‐ 2010 CHRIS KIDS, INC. Atlanta, GA Director of Development, Communications & Volunteers 2005 – 2008 WACHOVIA BANK, NA Atlanta, GA Vice President Charitable Advisor 2005 – 2006 CAROLINA YOUTH DEVELOPMENT CENTER Charleston, SC Director of Development, Communications & Volunteers 2001 ‐ 2003 LOWCOUNTRY FOOD BANK, INC. Charleston, SC Development & Communications Director 1999 ‐ 2005
HARVARD UNIVERSITY, AMERICAN REPERTORY THEATRE Cambridge, MA Assistant Director of Development 1996‐1999 EDUCATION AND TRAINING MOORE SCHOOL OF BUSINESS, University of South Carolina Columbia, SC International Master in Business Administration (Finance) UNIVERSITY OF CHARLESTON Charleston, SC Bachelor’s Degree in English Literature TECHNOLOGICAL EXPERTISE: MS Office: Word, Excel, PowerPoint, Project, Access, Outlook; Adobe: Photoshop, Illustrator, Dreamweaver, Flash, ColdFusion, WordPress; Raiser’s Edge 6.0, DonorPerfect, Donor Quest; and LexisNexis for the Development Professionals. * I wish to explain overlaps in employment periods, underscoring my long‐term commitment to employers. Please note this one example: In 1999, I was a grants consultant for the Food Bank. In 2000, they invited me to become their first Director of Development. In 2001, CYDC approached me, with a lucrative offer. I accepted this position, but remained an active volunteer for the Food Bank. In 2003, when I entered graduate school, the Food Bank rehired me. From 2003‐2005, I worked for them part‐time.