Client Results

At Whitman-Walker Clinic (WWC), one of the largest HIV/AIDS clinics in the United States—serving more than 10,000 HIV clients and 15,000 other uninsured clients, Robert directly managed development initiatives through several mission and operational transitions. Within two years, Robert reduced WWC’s cost of fundraising for its direct marketing program from 52% to 35%, by decreasing costs and increasing revenues by more than a million dollars annually. 

As WWC converted to Federally Qualified Health Center (FQHC) status, Robert successfully transitioned WWC’s donors from directly supporting the primary HIV/AIDS mission, to supporting a community health center with a specialty focus in HIV/AIDS healthcare. The donor transition was accomplished through dual messaging, by promoting WWC’s excellent reputation for healthcare in HIV/AIDS and making that healthcare along with other specialty services available to the general population. 

While working with WWC, Robert developed the Prescription Bag mailing. This mailing became the co-control package and generated millions of dollars in donations. The mailing earned industry awards and has been featured in trade publications.

Robert was also instrumental in raising funds for WWC’s 501(c)4, which helped to secure several earmarks for capital improvements to clinic facilities, and influenced healthcare policies in the District of Columbia. 

At United Cerebral Palsy (UCP), Robert transitioned UCP’s national direct response program from net losses in excess of six figures to net profits in the six figures. Robert established procedures and guidelines for the 100+ direct care local affiliates’ direct response programs. Robert transitioned UCP’s efforts from expensive direct response vendors to a successful in-house program. This transition reduced costs significantly while it maintained revenue and response rates. The donor base was segmented based on interest like advocacy, housing, employment, healthcare for people living with disabilities, technology, and by preferred method of giving and specifically targeted for various appeals during specific periods. This segmentation saved UCP time and money while pleasing donors with minimal but relevant communications and solicitations. 

At Melanoma Research Foundation (MRF), Robert developed the annual giving program by converting mostly event and friends of donors to annual giving donors. Through direct marketing, e-marketing and social media, MRF now has a robust annual giving program that doubled in size in 4 years. By capitalizing on relationships with Cosmopolitan magazine and Ironman Competitions, Robert has been able to convert casual unengaged donors to annual giving donors and volunteers. The development and creation of the major donor and mid-level donor program created the demand for an FTE to manage that group exclusively. The creation of a “Welcome Package” increased donor retention and engagement and makes new donors aware of all the services available through MRF.

Bone Health and Osteoporosis Foundation 

WomenHeart

Washington Tennis and Education Foundation

Planned Parenthood of Greater Ohio

Melanoma Research Foundation 

ONE Archives Foundation

Whitman-Walker Clinic 

United Cerebral Palsy

Liberty Hill Foundation

Association for Childhood Education International

Colon Cancer Alliance

Higher Achievement

Dance Institute of Washington 

Gay and Lesbian Victory Fund

Habitat for Humanity/NOVA