Choosing the Right Fundraising Consultant
Attending a recent conference, I found myself reliving a constant question in my mind. Why should a nonprofit organization pick me or my company? It's not meant to be self-doubtful, but it's one question that I always consider when talking with potential clients. And recently I've been finding myself saying the things I need to represent, or any great consultant needs to demonstrate:
Experience and Track Record
Experience is perhaps the most significant factor to consider. You want a consultant who not only has years in the field but also a proven track record as a practitioner. They have real life experience. They just haven't been a consultant for their career but have a demonstrated path of being on the frontline either as a leader in a nonprofit, a gift officer, or chief development officer. Check their past results they've achieved---both consulting and as a practitioner leader.
Understanding of YOUR Needs
The consultant should have a genuine interest and understanding of your organization's needs and goals---not their own repetitive way of implementing the same program over and over and over and over. This alignment is crucial for effective fundraising, as it affects everything from how to communicate with donors to creating sizeable/scale answers to how their solutions fit your brand and values.
Strategic Thinking
Effective fundraising requires strategic planning and the ability to see the big picture without overlooking the details. Can they think beyond just the next month or two and how solutions affect the organization for many years? A good consultant should bring innovative ideas to the table, suggest actionable strategies, and adapt plans, as necessary. Their approach should be data-driven, relying on analytics to tailor fundraising strategies that maximize impact and efficiency.
Communication Skills
Fundraising is largely about storytelling and persuading others to support a cause. Thus, excellent communication skills are essential. And not just for donors. The consultant should be able to articulate ideas clearly and motivate others, both in writing and verbally for you as the client. They should be skilled in crafting compelling messages that resonate with various donor groups. And they should be able to LISTEN to you instead of talking AT you.
Ethical Standards
Integrity and ethical conduct cannot be overstated in the nonprofit sector. Ensure that the consultant adheres to the highest ethical standards, with a clear commitment to transparency and accountability.
References and Reviews
Finally, don’t overlook the importance of references and reviews. Speak with past clients to hear firsthand about their experiences with the consultant. This can provide insights into the consultant's working style, reliability, and effectiveness. Positive feedback from trusted sources can reassure you of your decision. This is why I literally turn over almost every client I have worked with so they can choose who they want to talk with about me.
It doesn’t seem complicated. But increasingly, my business is coming in after another’s engagement and making adjustments. Don't be mistaken, I'm glad about the business opportunities. But as it continues to become more and more consistent in terms of following another consulting group, I wonder what I should be thinking about to make sure that I don't often become the one that's followed when I don't do my job for my clients.
