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The Ultimate Guide to Fundraising Consulting

sarimcconnell

Mission-driven nonprofits have ambitious goals: to help more clients, have a greater impact, and repair more of the world. With a mindset like this, your aspirations may outrun your resources.


Does that mean you should limit the vision for your nonprofit? Heck no. It simply means you may need outside help to ensure your fundraising revenue can keep up with your dreams. 


That’s where strategic fundraising consultants come in. Consultants help nonprofits reach new heights in generating revenue, by optimizing your current fundraising strategies or helping you build a bold new campaign.


This guide will explore what a fundraising consultant does, why and when to hire one, and how to find the perfect consultant for your nonprofit.


Whether your organization is seeking growth from your existing campaign, exploring new sources of revenue, or just starting on its fundraising journey, this guide will help you understand how a fundraising consultant can help make your vision a reality.


What does a fundraising consultant do?

FAQs about fundraising consultants

How to hire a fundraising consultant



What Does A Fundraising Consultant Do?

A fundraising consultant can help you accomplish a wide range of goals. They can provide your nonprofit with specialized skills that you may not have internally and help you build internal fundraising capacity. They can help you complete a special project where additional resources are needed for a limited period of time. They can provide training and coaching and give you an accountability partner to ensure things get done. They can help you reimagine how to attract new revenue to your organization. 


Consulting firms have different specialties and approaches, and the more familiar you are with how they can help you, the better! So, let’s dive into it.


What Is A Fundraising Consultant?

Simply put, consultants are experts and provide your nonprofit with additional resources when you need them. While you likely have to wear dozens of hats to keep your nonprofit running, a consultant can be hired to focus on helping your organization accomplish any number of fundraising initiatives. 


Rather than being on your payroll, consultants are available for hire to accomplish a specific scope of work, typically for a specified time. You’ll benefit from leveraging both their expertise and the cross-sector knowledge that comes from working with a wide variety of nonprofits. Plus, a good fundraising consultant will give your new initiative momentum and leadership focus, dramatically increasing your success rate.


Why is a fundraising consultant an invaluable resource to so many nonprofits? Here are just some of the multiple roles they can play for your nonprofit: 


Expert With Specialized Skills

Fundraising consultants bring a wealth of specialized knowledge from years in the field, professional credentials, higher degrees, and ongoing trade association affiliation. 


Plus, a study found that fundraising consultants keep their expertise updated with ongoing professional development: 53% of nonprofit consultants attended a conference, workshop, or seminar related to nonprofits or consulting in 2022 (Prosal).


They are also laser-focused on revenue generation rather than program development. Their exposure to the entire nonprofit fundraising sector enables them to help you navigate the complex funding landscape with tailored strategies.


Your fundraising revenue can have many potential revenue sources, and a fundraising consultant guides you through them. This includes major gifts, annual campaigns, planned giving, grant writing, capital campaigns, corporate sponsorships, and earned revenue like membership. 


Best of all, your nonprofit will be tapping into the consultant’s highly specialized knowledge base to access proven approaches, best practices, and the most innovative approaches to fundraising.



Fresh Perspective

Consultants offer an outsider’s view, free of internal dynamics, organizational history, or assumptions. They can spot overlooked opportunities, obstacles limiting growth, or inefficiencies invisible to those closer to the organization. 


They can present information in a fresh way to your board or your staff that mobilizes everyone into action.


A sharp fundraising consultant is a terrific reset button for any stuck organization! 



Capacity Builder

You’ve heard the saying: ‘​​Give a woman a fish, and you feed her for a day. Teach her how to fundraise, and that’s one highly functional nonprofit!’ Something like that.


A quality fundraising consultant should ALWAYS assist their client in building internal fundraising capacity. It’s important to share why and how a specific approach works so the client can repeat fundraising strategies. 


Fundraising consultants will also introduce resources, technologies, and networks, plus soft skills like how to approach influential board members, high-capacity donors, or corporate partners with success.


Donor Boom, for example, had a client who needed to attract corporate sponsorships to underwrite its annual conference. So, we taught them how to identify and convert these kinds of donors and gave them the tools that helped them achieve that goal.

First, we clarified a corporate sponsor’s motivation for underwriting a nonprofit event: alignment with their business goals was paramount and to think about this relationship as more “altruistically transactional” than philanthropic. That understanding changes the strategy altogether. We identified the kinds of companies aligned with their mission, partnership motivations, and the benefits companies seek through a sponsorship benefits grid. We also helped staff develop communication tools that would make it easy for the board to make introductions to potential corporate sponsorships. Within the first 90 days, our client secured a $500,000 sponsorship! 


The client found corporate sponsorship that perfectly aligned with their mission and values. Now, if they ever need to find another sponsor, our client knows exactly how. That’s internal capacity building. 



Accountability Partner

There’s a reason the concept of a ‘workout buddy’ is so popular: we all benefit from a little bit of support when we’re taking on difficult tasks!


A fundraising consultant is that workout buddy who ensures you show up at the gym when you say you will. They help their nonprofit client set attainable, measurable goals and track progress over time using key performance indicators. 


These accountability structures ensure that staff and board members stay on track to accomplish their strategic priorities. 


A consultant is a reliable partner who helps the organization maintain momentum through regular check-ins and provides solutions to obstacles. 


This kind of support can also foster a growth mindset culture.



Coach And Trainer

Though you may not see me leading a workout class in a round of burpees, I think of myself as a trainer and coach. I show nonprofits how to improve their fundraising fitness and sustainably to strengthen their financial “core.


A fundraising consultant frequently acts as a coach to the executive director, the development team, and the board, as well as a trusted advisor. Customized training sessions introduce staff and board members to fundraising frameworks and essential skills like donor stewardship, donor-centered communication techniques, revenue goal forecasting, and campaign planning, just to name a few. 


This hands-on training gives nonprofits the tools to embrace effective fundraising practices long after the consultant’s engagement ends. 


And, of course, a consultant will be your number one cheerleader, ensuring you celebrate the wins and give yourself a pat on the back.


A great fundraising consultant doesn’t just implement solutions but leaves the organization stronger than when they began, with your confident, skilled team ready to take fundraising to the next level.



Why Hire A Fundraising Consultant?

How do you know when to bring in a fundraising consultant? Honestly, you can always benefit from an expert’s help, especially when their revenue-generating work pays for itself many times over.


But there are a few telltale signs that it’s time to find a consultant pronto:


Your Fundraising Is Underperforming

When your plumbing is broken and you can’t fix it, you call a plumber. Fundraising is the same way. If you’re setting fundraising goals and not meeting them, something is broken. 


A consultant will help you correctly diagnose the problem and help you fix it. This diagnostic involves intensive data analytics, forecasting, stakeholder interviews, organizational evaluation, and current campaign assessment. This process lays the groundwork for an effective, data-driven strategic fundraising plan. 


A Donor Boom client came to us questioning why their revenue growth remained flat after investing in many initiatives to attract new donors. After a thorough diagnostic, Donor Boom determined they were doing a terrific job attracting new donors…but a lousy job retaining them. Not just new donors but some of their largest major donors, too! This leaky bucket was wiping out any sign of new revenue growth. 

Donor Boom advised them to shift their resources from attracting new donors to retaining their existing ones by developing a stewardship plan. It had the positive effect of growing their major donor revenue, their major donor pipeline revenue, and their new donor revenue.



You Have New Fundraising Goals

New fundraising goals, tied to the ambitions of your latest strategic plan, can’t be achieved by doing more of the same. It requires new resources, fresh thinking, and additional fundraising expertise. 


However, it is pretty tough to execute your organization’s current annual campaign while making a major strategic shift towards new revenue growth at the same time. 


You’ll often hear nonprofit pros calling this: “flying the plane while building it.” It might sound dangerous, but it doesn’t have to be. Your consultant will build while you focus on soaring through the clouds.



You Don’t Have Enough Resources

Here’s a chicken-and-egg problem that a fundraising consultant can help you solve:  your development team is struggling to cover all the fundraising bases yet isn’t raising enough to underwrite the cost of hiring additional fundraising staff. 


Hiring a fundraising consultant can stretch your resources further by maximizing your team’s efficiency and giving your team strategic focus. 


Consultants can also focus on developing new fundraising initiatives that will generate additional revenue in the future while your team focuses on mission-critical tasks. Or your end-of-year campaign needs an extra boost of resources at the busiest time of year. Enter your fundraising consultant. 


Hiring a consultant can also be the most cost-effective option. Consultants offer you flexibility at a more affordable price tag than hiring additional staff while lending their specialized skills and expertise to your development efforts on a short-term or project basis. You get critical resources without a long-term commitment.


Every year, many clients hire Donor Boom to conduct a donor data analysis, which tracks the progress of their development efforts and highlights new growth opportunities. An in-house team rarely has the time or the skill set to execute this analysis internally, but they greatly value how much it helps them guide their strategic thinking and resource allocation. That’s precisely how one client increased their major donor retention rate from 76% to 95% over three years.



You Don’t Know Where To Begin

If you’re a new nonprofit or an existing nonprofit that needs to diversify your funding resources, you might be starting from a blank page. That’s a tough place to start without the help of a fundraising consultant. 


Hiring an expert helps you jumpstart the process, giving you a structure, a plan, and a timeline for rolling out your new fundraising initiatives and lots of training and moral support to boot. 


A fundraising consultant can also counsel you on hiring decisions to support your growing development team and engage your board in fundraising activities.  




What Are Common Fundraising Consulting Services?

Fundraising consultants provide a wide range of services tailored to the specific needs of a nonprofit. Here’s an overview of some of the most sought-after services:


Fundraising Readiness

Ensuring your nonprofit is prepared for fundraising is key to success. Consultants help you master the foundational steps so you’ve got the essential basics covered. They’ll help you with the following:


Case for Support: Craft a compelling narrative that communicates your mission, impact, and urgency, inspiring donors to act.

Website: Optimize your website to convey your mission effectively, offer seamless donation options, and ignite generosity.

CRM Database: Evaluate and refine your gift processing system to capture essential information so that you can segment audiences and initiate targeted outreach.


I can’t stress how important it is to get these three elements right. They are fundamental to getting consistent and sustainable fundraising results. 


It’s worth investing in a consultant who knows how to set up your case for support, website, and CRM database in a way that will benefit you for years to come.



New Initiatives

Let’s say you want to go on your first-ever backpacking trip. Hypothetically, you could prepare and execute the journey by yourself. But think of how much safer, more efficient, and more enjoyable it would be to go with your backpacking expert friend for your first outing.


Consultants can help you chart out new fundraising territory, diversify your revenue streams, or make your existing campaigns work harder for you. 


They’ll give you the game plan and the confidence to enact a new vision, with options that might have seemed out of reach like corporate sponsorship or unfamiliar, such as earned revenue initiatives (i.e., membership or fee-for-service).


We proposed a powerful program to a Donor Boom client that helped them achieve financial stability. They expected a plan involving a gala or direct mail campaign. Instead, we suggested they begin charging each community partner a nominal fee for each prepared meal they delivered for their clients. It was outside our client’s initial expectations, but we worked through every step with them and saw great results.

Because the fee hit partner budgets, their partners were extra vigilant about ensuring their prepared meals were put in clients’ hands. It was an excellent quality control measure and an ideal sustaining revenue stream.  



Fundraising Assessment

Leveraging data is essential for good decision-making, strategic fundraising plan development, and successful fundraising. When interpreted by a skilled fundraising consultant, data can tell a powerful story of how your donors respond to your nonprofit’s efforts and get your leadership team on the same page concerning diagnoses and solutions.


Your consultant must use data to recommend what will work best for your nonprofit. (And if they don’t, you should be asking questions!) They will use tools like your donor database or customer relationship management (CRM) system and your engagement metrics to understand your donor behavior. They can also help you interpret wealth screening data and give you a game plan for making the most of these insights. 


A real pro can provide insight far beyond what your CRM dashboard can provide by segmenting your donors – major donors, major donor pipeline, mid and low-engagement donors, and new donors – so you understand how each of these groups is responding to your mission. They may also work with predictive analytical models to forecast your fundraising potential or build gift charts so you understand precisely what you need to do to hit an ambitious fundraising goal.

 

Your data is a goldmine of strategic insight, and Donor Boom prides itself on its data-driven approach. It’s the not-so-secret secret to our success.



Fundraising Strategy Development

A strategic fundraising plan is essential to a nonprofit’s success (which is why Donor Boom wrote a complete guide to understanding fundraising strategies). Consultants are highly skilled at building comprehensive fundraising strategies that align with the organization’s mission, internal capacity, and multi-year strategic plan.


Your nonprofit can’t pursue every growth strategy out there. A good plan identifies the best growth opportunities (backed by data analysis) so that your limited resources are aligned to achieve the most significant success. This may include major gift programs, new donor development, stewardship programs, and donor retention strategies. It forecasts your revenue growth potential so that it is a range of achievable fundraising goals. It includes board engagement, staff responsibilities, a balanced timeline of fundraising activities, and a comprehensive overview of how the fundraising cycle works throughout the year.


Your strategic fundraising plan is a robust document. It may take your organization more than a year to accomplish it before you are in a position to make strategic adjustments. 


One final note–a quality fundraising consultant should not be creating a strategic fundraising plan for you until your organization has either a strategic plan or a detailed description of your programs and goals.


This is essential to any plan whose purpose is to help you persuade others to support your work. In exchange for their philanthropy, donors expect to know how their charitable investment will be put to work. 



Training

Consultants often provide training sessions to enhance the fundraising skills and confidence of your fundraising team. Many in fundraising stumble into the profession without formal training and earn their stripes on the job. While incredibly common, this also results in knowledge gaps that an accredited fundraising expert can help fill in. 


Training typically begins with familiarizing your team with frameworks and formal structures that help organize your knowledge of fundraising. Then, it dives into more specific topics like new donor cultivation, major gift development, solicitation letter writing, stewardship practices, or fundraising event planning. Of course, it can be tailored for different audiences: the executive director, her development staff, the development committee, or the entire board.


Ultimately, the goal is to equip your team with the confidence and skills to carry out successful fundraising initiatives independent of your fundraising consultant. Training leaves a lasting impact, helping your employees and board members build skills and level up their entire fundraising game. That sustains a nonprofit’s revenue growth year after year and builds the internal expertise that can be applied in future campaigns.

Campaign Execution

Running a fundraising campaign—whether an annual appeal, a monthly sustainer push, or a capital campaign—requires significant coordination,  planning, and experience. 


Consultants can assist with all stages of campaign execution or provide support during high-stakes events or major campaigns, ensuring everything is going according to plan.


Here’s a list of some of the campaign execution services a consultant may offer:

Messaging Development: Creating compelling solicitation appeals and campaign materials, including emails, letters, and social media content.

Outreach Management: Coordinating communication timelines across multiple channels to maximize engagement.

Event Support: Assisting with planning and execution of fundraising events, from party planning logistics to gift processing.

Data Dashboardand Reporting: Monitoring campaign performance and presenting it in an easy-to-understand format for your board and staff. 

Annual Report Development: Writing content and developing the creative brief for your annual impact report.

Corporate Sponsorship Benefit Grid: Creating the benefits for your corporate sponsors at each level of support. 



Ongoing Guidance And Support

You know those game shows where contestants can call a friend? If you wish you had a fundraising friend like this to call upon at will, this service is for you.  Some nonprofits seek a consultant’s ongoing counsel, particularly during periods of transition or high growth, or to provide the executive director with a strategic sounding board. In these cases, consultants are at the nonprofit’s disposal to answer quick questions, help deal with a sensitive matter, or troubleshoot an issue. 


This type of engagement is especially valuable for organizations with limited in-house fundraising expertise. This service gives them access to a consistent source of knowledge. 


Ongoing support can also help nonprofits adapt to changing conditions, such as shifts in donor behavior, economic downturns, or internal leadership changes.




Fundraising Consultant FAQs 

Hiring a fundraising consultant can be a big decision, especially if it’s your first time working with one. You might wonder about their approach, fees, communication style, and how to determine the best fit for your organization. Hence, the FAQs! This section addresses the most common questions nonprofits have when exploring their fundraising consultant options. 



What Do Fundraising Consultants Charge?

Fundraising consultant fees vary greatly based on the consultant’s experience and qualifications, the project’s scope and duration, and the required level of ongoing support. The good news is that you are only responsible for paying the fee and won’t need to provide any benefits like paid vacation or medical insurance. 


These are the most common pricing models used by consultants:


Project-Based Fixed Fee

Many consultants offer services on a project basis, charging a fixed fee for a specific scope of work. This ‘scope of work’ is clearly defined in your proposal and articulates the project’s deliverables and outcomes. 


Project-based fees give nonprofits clear visibility of the cost upfront, making this model ideal for nonprofits with clearly defined needs who want to manage costs closely. It also indicates that you’re working with a seasoned consultant who knows exactly how long a project will likely take and can visualize the outcome. 


The average project-based fee lands between $1,500-$5,000.

Should a project drift outside the scope of work, the consultant will let you know. If it’s a significant addition to the original scope, you and the consultant can decide to initiate a second project together. If it’s a minor addition, the consultant may simply charge you by the hour to complete it. 


Project-based fees vary greatly. Expect an initial investment of a few thousand dollars, as the consultant will spend significant time upfront understanding your organization and then delivering the greatest value to your organization over time.


For that reason, the majority of consultants have a project minimum payment: Only 26% of nonprofit consultants have no project minimum, according to Prosal’s recent Nonprofit Consultant Survey, and the average for those who shared a minimum was about $2,500 to engage in a project (Prosal).


The average project-based fee lands between $1,500-$5,000 (npcrowd). For larger, high-impact projects, fees can reach $10,000 or more. You can also pace the work in phases so that it works for your budget. With your upfront investment in the relationship, follow-on projects like coaching and training can cost less because a consultant has built a foundation of knowledge specific to your organization.


Retainer Model

Some consultants work on a retainer basis, charging a set monthly fee. Retainers provide nonprofits with consistent access to expertise without hiring a full-time staff member.


According to NPCrowd’s recent survey of fundraising consultants, the average retainer rate is $2,500-$5,000 per month (npcrowd).


This model is suitable for those who need ongoing guidance for a lengthy period of time or a nonprofit that has more ambiguous needs whose deliverables cannot be clearly articulated in a scope of work.


The average retainer rate is $2,500-$5,000 per month.

Retainer fees can range widely but typically reflect the expected time commitment each month and the consultant’s level of expertise. 


Some fundraising consultants may even be willing to operate as fractional development directors for nonprofits using this model but this varies greatly by consultant.


Hourly Rates

Consultants may also charge hourly, especially for shorter engagements, consultations, or services without clearly defined deliverables. These rates are higher than the fixed-fee and retainer models because they properly compensate a veteran expert for the knowledge they provide you to solve your issues quickly and efficiently. According to NPCrowd, the average hourly rate for nonprofit consultants is $85-$300+.


 The average hourly rate for nonprofit consultants is $85-$300+.

Hourly rates allow nonprofits to use a consultant’s expertise as needed, making it a flexible and budget-friendly option for smaller organizations. However, not every consultant is willing to work on an hourly basis, and a consultant cannot guarantee that the work will be done in a predetermined number of hours. Manage your consultant’s time well, and you can help avoid the risk of going over budget. 



Commission…A Big No-No

Strategic fundraising consultants should not be working for a commission or finder’s fees under any circumstances. It is viewed by the Association for Fundraising Professionals Code of Ethical Standards as an unethical practice. 


There are several reasons for this position: No one should be making a cut from a donor’s investment in your mission. Plus, it protects the nonprofit’s reputation as a mission-driven organization led through public trust, transparency, and the avoidance of any conflicts of interest. 


Finally, commission arrangements do not guarantee that your consultant will be paid fairly for the time invested in helping your organization because no matter how hard a consultant may work for you to optimize your organization’s fundraising potential, it is ultimately up to the donor to decide whether to support it…or not.

Other Factors Affecting Consultant Fees

You may be asked to cover travel expenses, third-party fees for access to additional resources like wealth screening services, and rush fees, all of which will be articulated up front in the contract and be mutually agreed upon. 


Like all professional service providers, a fundraising consultant may offer their services pro bono at their discretion, but this shouldn’t be expected. The most important thing you can do is have a clear understanding of what is and is not included in the scope of work. 


Read the contract and scope of work carefully before signing so that trust and transparency are established upfront. 



Questions To Ask A Fundraising Consultant

I remember sitting through a calculus lesson once upon a time, feeling so confused that I didn’t even know what questions to ask.  


Hiring a consultant for the first time can feel the same way. How do you ask the right questions during a discovery call if you’re unsure what you need? Use the following questions as your guide when interviewing consultants:


What Types Of Nonprofits Have You Worked With? 

This question helps you understand if the consultant is familiar with your type of nonprofit in size or sector (e.g., health, education, arts). 


There’s no correct answer to this question. While it’s nice to have someone who has successfully worked with a nonprofit similar to yours because they may understand more about your operations, we believe that a consultant with a wide range of experiences across sectors is the most well-equipped to support anything a client needs. 


They should be able to draw upon a client’s experience with similar issues and explain they helped them. See below.



Can You Provide Examples Of Successful Campaigns Or Projects You've Led?

It’s entirely appropriate to ask for examples of successful campaigns or projects they’ve led.  Some consultants will feature examples on their websites. Others may keep specifics close to their chest for client confidentiality reasons, but they can walk you through anonymized case studies. 


You can also request referrals and ask the clients about the work, which they will be in a better position to share than the consultant without violating client confidentiality. 


Look for examples that align with your goals and projects. That will give you a good sense of how they’ll approach your vision. 



How Do You Customize Your Approach To Fit Our Organization’s Needs?

Have you ever tried on a one-size-fits-all shirt? It works great…if you’re the one-size. 


It’s important to determine if the consultant takes a one-size-fits-all approach or creates customized strategies tailored to each organization. 


Ideally, you want a consultant who listens to your needs and adapts their approach, as your organization’s culture, resources, and donor base are unique and will require a tailored plan. 


So ask them how they customize their approach! If they don’t have a good answer, that’s worth noting.




How Do You Measure Whether A Project Is Successful? 

A good consultant will set clear, data-driven KPIs, such as donor engagement levels, campaign ROI, etc. However, you may not see these results for a while, depending on your goal. Sustainable fundraising is a marathon, not a sprint.


In the meantime, your consultant can still help you track progress in other ways, like assessing your team’s campaign execution, tracking monthly results,  or interviewing Board and Staff members. 


Just see how the consultant answers the question: What does a successful project look like to them even before the numbers roll in? A veteran expert should give you a realistic answer on how long it takes to get results and the signs that the nonprofit and project are heading in the right direction.



How Do You Communicate And Collaborate With Our Staff And Board?

Clear and consistent communication is crucial for this kind of work, so set the tone by asking about their communication style.


Ask questions like: “How long does it take you to respond to an email?” “Will we set up regular calls?” and  “Will you outline the workflow of a project upfront?” 


These questions help set expectations and ensure that the consultant will fit smoothly into your workflow.



Could You Walk Me Through Your Pricing Model?

Now that you know the most common pricing structures outlined above, ask the consultant to explain and justify their fee structure. You don’t want any surprises.


Ask if there are any additional costs for travel, materials, or other services beyond the initial scope of work. This will help you plan your budget and know exactly what to expect from the partnership. You simply have to hear it from the horse’s mouth, and then, you need to see it in the contract before signing.


While competitive pricing is important, focus on finding the best value. Consider the quality of deliverables, your confidence in the consultant’s ability to achieve results, and the investment required.



What Is The Project Timeline?

Timeframes vary depending on the scope of the project. Once the project parameters have been identified, the consultant should be able to give you an estimate of the project’s duration. You will also need to factor in how responsive your organization is to the pace of the project. Then, you can mutually agree upon a start date. 


If you have specific timeline requirements, be upfront with your consultant to ensure he can meet your deadlines. Also, discuss the expected length of the engagement to ensure alignment on timing.


You can then mutually agree upon a start date. An experienced consultant may recommend a particular time of year to begin when your staff is most available to dedicate to the partnership and, above all, so that it does not interfere with fundraising events or distract from executing solicitation campaigns on the books. 



Can You Provide References From Past Clients?

References offer valuable insights into a consultant’s working style, reliability, and effectiveness. Speaking with previous clients allows you to gauge the consultant’s impact and get feedback on how they handled challenges or unexpected situations. It gives you a clearer picture of what it’s like to work with them.


How To Choose A Fundraising Consultant

After you’ve gotten answers to all of your questions, the most important consideration is “fit.” You will be entrusting your consultant with confidential information and potentially delicate situations. You will be spending a lot of time working with them. You will endorse your consultant’s guidance as the path forward for your board and staff. Additionally, you need to feel confident that your consultant’s values are aligned with your organization. Here are key factors to help you find a consultant who meets your needs PLUS aligns with your team and mission.



Expertise And Credentials

Look for relevant expertise and credentials, such as certifications (e.g., Certified Fund Raising Executive or CFRE). Consultants with industry-recognized certifications have demonstrated knowledge, experience, and commitment to ethical standards. This is the easiest way to ensure you’re dealing with a pro. 


Additional credentials like an MBA or a master's in nonprofit management are a huge plus. Check out their membership affiliation with their local Association for Fundraising Professionals chapter, too. Do they lead webinars that demonstrate their expertise? Do they regularly attend industry conferences? Do they serve on the board of other nonprofits or fundraising associations? These are all signs that they value and work hard to stay on the cutting edge of the sector. 



Communication Skills

Clear, consistent communication is key in any kind of professional relationship. Look for a consultant who listens well, asks insightful questions, and can translate complex strategies into understandable terms for all stakeholders. 


Consultants with strong interpersonal skills can help bridge gaps between staff, board members, and other stakeholders. 



Data-Driven 

You want someone who uses your data as the basis for their strategic guidance to your organization. Data-driven consultants can analyze donor trends, forecast revenue, and set measurable goals, providing a solid foundation for informed decision-making. 


A good consultant will also use key performance indicators (KPIs) to track and adjust their efforts to optimize outcomes, making your investment more effective over time.



Proposal Quality 

If only there were a magical document that told you if a consultant was a good fit for your nonprofit… cue the proposal!


A well-prepared proposal is a good indicator of the consultant’s understanding of your needs and their professionalism. The proposal should include a summary of your organization’s needs, a clear scope of work, expected outcomes, team bios, and fee structure. It should also give you a feel for the personality of their firm.


Assessing the quality and detail of their proposal gives insight into how thoroughly the consultant has researched your organization and how well they communicate complex ideas—a critical skill in working with boards and stakeholders.



Values And Personality

A consultant’s values and personality should align with your organization’s mission and culture. Nonprofit work is mission-driven and can be emotionally intense, so it’s crucial to find a consultant who is compatible with you. 


It’s not asking too much to want to get along with your consultant; it’s actually essential to a successful working relationship.



Focus

You likely won’t be your consultant’s only client. The average nonprofit consultant works with over a dozen clients in one year (Prosal). However, they must have the time and resources to dedicate adequate attention to your project. 


A great consultant should make you feel like you’re the only person in the room no matter how many clients they juggle. They should exude a singular focus so that your project and your issues are front and center when you’re working with them. So ask them how they handle multiple engagements simultaneously and how they will prioritize you. 



Location 

Location comes down to personal preference. In our world, a remote working relationship is entirely possible. You can work with a consultant who lives anywhere if they fit with your nonprofit. 


Alternatively, it may be necessary for you and your board to meet face-to-face regularly. Decide whether proximity is important for your team’s workflow and comfort level or if you’re open to working with someone from a different location.



Passion

Passionate consultants bring energy, creativity, and commitment to mission-driven work. They’re not just in it for the contract—they’re driven by a desire to see your organization and mission succeed. 


Passionate consultants often go above and beyond, finding innovative solutions and encouraging your team to reach new heights. This commitment can be especially motivating for your team and board members as they embark on a new project or campaign. You want your consultant to energize your organization!





How To Hire A Fundraising Consultant

Now, it’s time to hire your fundraising consultant! So here is a step-by-step guide on finding and hiring your best-fit consultant, plus extra tips from us at Donor Boom.


8 Steps To Hire The Right Fundraising Consultant

You may have a general idea of how to hire a consultant, but this is a situation in which it’s better to leave no stone unturned. You’ll feel so much more confident and prepared during this process if you know the process from top to bottom. 



1. Define Your Needs And Goals

Begin by clearly identifying your organization’s fundraising needs and objectives. A well-defined scope will help you identify consultants with the right expertise, communicate your needs with them, and ensure the project stays focused on outcomes that matter most.


A few sentences or bullet points will do! Here are a few examples of the types of needs and goals you could consider:


Launching A Capital Campaign

Goal: Raise a set amount (e.g., $12 million) to build a new facility.


Need: Develop a comprehensive capital campaign plan, including a feasibility study..


Diagnosing And Addressing Declining Revenue Goal

Goal: Identify what is causing the decline in revenue and develop a plan to reverse this concerning trend.


Need: Complete a data-driven fundraising assessment and develop a strategic fundraising plan that enables you to recapture your biggesst growth opportunities. 


Improving Donor Retention

Goal: Increase donor retention rates by 10 points (e.g., 50% to 60%) within a year.


Need: Design and implement a donor stewardship program, create segmented communication plans, and improve data tracking for engagement.


Growing Major Gifts Program

Goal: Increase the number and size of major gifts, aiming to build a sustainable revenue stream.


Need: Identify potential major gift donors, create cultivation and solicitation strategies, and develop training for staff or board members on managing high-capacity donors.


Building A Monthly Giving Program

Goal: Establish or expand a recurring giving program to generate steady income, aiming for 200 monthly donors within the first year.


Need: Develop a marketing strategy, design donor engagement materials, and set up recurring donation infrastructure.


Enhancing Digital Fundraising

Goal: Increase online giving by a certain percentage (e.g., 30%) within six months.


Need: Audit and optimize the nonprofit’s website, design email and social media campaigns, and improve online donor engagement tools.


Strengthening Board Engagement In Fundraising

Goal: Increase board member participation in fundraising activities, aiming for 100% board giving or involvement in donor cultivation.


Need: Provide board training on fundraising roles, develop a board fundraising plan, and create tools to engage board members effectively.


Increasing Corporate Sponsorships

Goal: Secure partnerships with five new corporate sponsors within the year to diversify revenue streams.


Need: Create a pipeline of corporate sponsorship prospects, develop a sponsorship benefits package, and create outreach and engagement strategies.


Data Analysis And Donor Segmentation

Goal: Improve data utilization to increase fundraising efficiency and engagement, such as increasing average gift size or targeting specific donor groups.


Need: Analyze donor data, create donor segments, and implement targeted outreach strategies based on donor behavior and preferences.


Implementing A Planned Giving Program

Goal: Launch a planned giving program to secure legacy commitments.


Need: Educate and engage current donors about planned giving options, develop marketing materials, and train staff on planned giving conversations.


Reinvigorating Lapsed Donors

Goal: Re-engage a certain percentage (e.g., 20%) of lapsed donors within a set timeframe.


Need: Design and execute a targeted re-engagement campaign, analyze donor history, and create personalized outreach to re-establish connections.


Creating A Fundraising Plan For New Programs

Goal: Raise funds to launch or expand a specific program, such as a youth mentorship initiative or an after-school program.


Need: Develop a fundraising strategy specific to the program, including prospect research, tailored appeals, and event planning if needed.


P.S. You may need help from the consultant to identify what you need first and scope the project. An experienced consultant can provide that for you during your discovery call and subsequent written proposal.


2. Set A Reasonable Budget

Perhaps not the most fun part of pre-planning, but you’ll thank yourself for having a solid budget. You’ll want to create a range rather than a specific number. 


A realistic budget helps narrow your search and sets clear expectations. Be open to discussing flexible pricing models, as some consultants offer retainer fees, project-based fees, or hourly rates to accommodate various budgets.


Remember, it takes money to make money. Be prepared to invest in a great consultant who can grow your revenue. It will pay for itself many times over.



3. Research Potential Consultants

Now it’s time to start searching for your ideal consultant! If you’re starting from scratch, research consultants by asking for referrals from nonprofit colleagues, looking at LinkedIn, or the consultant directory offered by professional associations like the Association of Fundraising Professionals (AFP). 


Then, check out their website and see if it’s a preliminary match. Building a list of 3–5 qualified candidates will give you a good selection without overwhelming your team.



4. Review Services, References, And Experience

As you evaluate each candidate, review their services on their website to make sure they offer what you need. As mentioned above, fundraising consultants have all kinds of specialties, and no two look exactly alike. 


Read through the consultant’s testimonials, either on their website or LinkedIn. If they don’t have this information, just ask for references during your Discovery Call. Check out their bios to evaluate their qualifications and commitment to the nonprofit sector.


This review helps you assess their ability to deliver results that align with your goals and highlights their strengths in specific fundraising areas.



5. Set Up A Discovery Call

Once you find 3-5 candidates that align with your needs and mission, set up a Discovery Call with each. This is something you can do through their website or by arranging it via email. 


The Discovery Call tells you a lot about your consultant. You can learn about their experience, approach, availability, communication style, etc. The first sign is how quickly they get back to you and how warmly you are greeted.


Likewise, they can learn about you and your nonprofit! This is the time to share the notes you prepared in steps one and two: your needs, goals, budget, and timeline. 


Feel free to ask all your questions during this call (especially the list we provided above). You should walk away with all of the information you need to make a decision. 


During the Discovery Call, assess personality and communication skills. Pay attention to whether the candidate shows genuine interest in your cause and whether their communication style suits your team’s needs. 


The right consultant should feel like a natural extension of your team—approachable, committed, and values-driven. A strong match will make the collaboration smoother and more productive.



6. Review The Proposal Or Scope Of Work

Once you’ve picked your favorite candidates, request a proposal or scope of work outlining the project plan, timeline, and costs. Review each proposal to ensure it addresses your needs and outlines clear deliverables. 


A well-prepared proposal shows that the consultant has a good understanding of your goals and is organized in their approach. Compare proposals to see which one offers the best fit in terms of service, strategy, and pricing.


Use the questions and considerations above to narrow your choices and pick the best fit for your nonprofit!



7. Paperwork

Once you’ve chosen a consultant, it’s time to do some paperwork. Your consultant will send you a Contract or Agreement that outlines the scope of work, fees, terms, and a confidentiality agreement. Here’s an overview of what you can expect:


Statement of Work (SOW): The SOW provides a detailed description of deliverables, pricing, and payment terms. It also specifies what is and is not included in the statement of work. A clear SOW prevents misunderstandings and ensures both parties are aligned on what’s included in the engagement.


Contract or Consulting Agreement: This agreement formalizes the partnership and includes general terms like confidentiality, intellectual property rights, payment terms, and liability clauses. The contract should also clarify the project’s duration and termination terms should either party be unhappy with the relationship.


Invoices and Payment Terms: Once you’ve agreed on a fee structure (e.g., hourly, project-based, or retainer), ensure that payment terms are clearly defined in the contract or as a separate agreement. Specify the payment schedule (e.g., upfront deposit, installments, or completion-based payments), due dates, and acceptable payment methods. Regular, timely invoicing also helps keep both parties on track financially.


Tax Documents (e.g., Form 1099): If the consultant is an independent contractor, your organization may need to file IRS Form 1099 at the end of the year. Your consultant will send you their W-9 to have on file for tax reporting. This helps maintain compliance with tax laws and clarifies the nature of the consultant’s relationship with your organization.


Non-Disclosure Agreement (NDA) or Confidentiality Agreement: Assume your project involves sensitive information. An NDA protects your confidential data, donor information, or proprietary strategies. It reassures both parties that confidential information will be handled responsibly and not shared outside the engagement.


Marketing and Publicity: The contract should specify the conditions under which the consultant can use your nonprofit’s name and logo in their marketing materials. 



8. Maintain A Positive Relationship

Once the paperwork is signed, the real work (and the real fun) can begin. While you and your consultant progress through important fundraising tasks, maintain a positive and healthy professional relationship with them. A consultant is not your employee, which can be a new or unusual dynamic. Here are a few tips on how to keep the engagement productive!


  • Regular Check-Ins: Schedule consistent updates to stay aligned and address issues promptly.

  • Celebrate Wins: Recognize achievements to boost morale and encourage continued success.

  • Share Organizational Changes: Keep them informed of significant shifts to help them adjust their approach.

  • Wrap-Up and Reflection: At the project’s end, review outcomes and lessons learned to close positively. Then, discuss next steps. There are many more opportunities to grow your revenue! You might consider a secondary project or ongoing coaching and training to make sure your team executes your new strategic fundraising plan spectacularly. 



Tips For Nonprofits New To Working With Fundraising Consultants

If you follow all eight steps, plus use the other resources in this article, you should be set to find your best-fit fundraising consultant. But if you’re new to working with a fundraising consultant (and perhaps even if you’re not), here are a few extra tips from our team. 


Understand The Consultant’s Role

Fundraising consultants are there to provide guidance, strategies, and expertise, but they aren’t your staff. Be clear on the consultant’s role and responsibilities, and recognize that their support is intended to empower your team, not replace their efforts. 


And if there is confusion about who is supposed to be doing what, refer to your Scope of Work because it should be spelled out there. And if not, pause the project and get alignment. 



Start With A Clearly Defined Project

Feeling uncertain? Start small. Begin with a well-defined, manageable project—such as an end-of-year solicitation campaign or a fundraising fundamentals initiative..  This allows you to focus the consultant’s efforts on a specific outcome, making it easier to assess their impact and gain early wins that build confidence. Starting with a clear project scope also helps avoid misunderstandings and keeps the work organized.



Don’t Keep Them Waiting

To maintain a positive working relationship, ensure invoices are processed on time, respecting the agreed-upon payment schedule. Consultants often manage multiple clients, and predictable payments help them allocate their time and resources effectively. 


Beyond payments, it’s equally essential to provide requested materials, information, and approvals promptly. Keeping the consultant waiting for documents, data, or feedback can delay progress and affect project outcomes. Treating deadlines seriously and staying responsive shows respect for the consultant’s time and helps both parties achieve the best results efficiently.



Be Open to Feedback

Consultants bring a fresh perspective that can reveal areas for improvement. Stay receptive to their feedback, even if it challenges existing practices. 


This openness fosters a more collaborative environment and increases the likelihood of positive outcomes. Remember, a consultant’s role is to help you achieve results, even if it means suggesting changes.



Be a Great Partner 

We at Donor Boom LOVE our clients and are rooting for their success, and that’s a big reason we accomplish so much together. Treat the consultant as a valued collaborator by actively engaging, asking questions, and sharing insights about your organization. Keep communication lines open and address any concerns directly. 


A respectful, collaborative relationship encourages the consultant to go above and beyond, helping your organization benefit from the engagement.



Find Your Best-Fit Fundraising Consultant Today

Working with a fundraising consultant can be a game-changer for your nonprofit, helping you grow your revenue to have greater mission-driven impact and long-term success. 


By understanding what a consultant can bring to the table, asking the right questions, and following a structured hiring process, you can find a consultant who aligns well with your goals and culture. 


Follow the steps outlined in this guide to build a productive, positive partnership. Your nonprofit’s next level of growth and impact is within reach—take that first step today!








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