Nonprofit Fundraisers! Are You Getting the Most out of Your Consultant?

by Betsy Steward

Do you read Vu Le’s blog? Vu (“voo lay”) is a thought leader in the nonprofit sector, and I’m always interested to hear what he has to say. I don’t always agree with him, but he always gets me thinking. Yesterday, he offered a unique perspective on fundraising consultants, and it prompted me — a fundraising consultant  — to offer some additional observations on the relationship between consultant and client.

I’ve noticed that some of my clients get more out of me than others. How about you? If you’ve hired a consultant to help you fundraise, have you done all you could to make sure you got what you paid for?

You can maximize your investment by taking full advantage of all that a consultant offers. Here’s what you’ve hired, and some suggestions for tapping into all that you, as a client, are entitled to:

Experience and expertise. If you’ve hired a good consultant, she comes with a deep and informed perspective on fundraising. Listen to what she says and follow her suggestions (unless you have a legitimate objection). You’re not obligated to follow all the advice your consultant provides — in the final analysis, all decisions are yours, not your consultant’s, and she could be wrong, as Vu points out! However, you’re wasting your nonprofit’s money if you don’t consider her suggestions and ask her to help you understand her reasons and opinions so you can come to an informed decision.

But your consultant can’t help if she doesn’t know what’s going on.

I’ve had clients neglect to inform me about some incident with a donor, and then take an action before discussing it with me — with results that weren’t optimal. I wonder sometimes if clients think they’re bothering me by asking me for my opinion too often. PLEASE! Bother me! Ask me questions and keep me informed! It’s really my job to offer unlimited advice on fundraising, so it’s doubtful that you can ask me too often or for too much.

I encourage you to think of your consultant as your partner — your fellow team member who’s working towards the same goal, and needs to be in on all opportunities/crises. If something happens, I want to know about it.

Tangible, specific help. If you’re like most fundraising professionals, you wear many hats and juggle an oversized task list. Sometimes you just need someone to take a chore or two off your plate. Depending on her skillset, a consultant can provide an invaluable extra hand.

But your consultant can’t help you get things done if you don’t tell her what would help.

PLEASE! Ask me to help you compose an email to a major donor, proofread your end-of-year letter, put together some ideas for your board presentation and more. If it’s too much, or there’s a better solution, or it’s inappropriate for your consultant to do, or it’s beyond the scope of my capabilities, I’ll say so — but I’ll help if I can.

Kindness, compassion, and enthusiasm when you need it most. Fundraising is hard work that takes courage, excitement, and stamina. When things don’t go as expected or hoped for, it can sap your energy and enthusiasm. Sometimes going to your ED or your work colleagues to unload is not the right move. So… who understands better than your consultant, who has seen and experienced the ups and downs of asking for gifts, and who will keep your frustration and discouragement confidential?

But your consultant can’t help you feel better if you don’t confide in her.

PLEASE! Bother me with your feelings about fundraising, no matter what they are! I’m not encouraging you to develop a habit of complaining, but sometimes venting is cathartic and healing. Share your feelings with your consultant: it will go no further, and she can help with a perspective that can get you through the day.

We are living in changing times. As Vu points out, we’re all working to shift the culture to be more equitable and inclusive. No one — not Vu, not consultants, not development professionals — has all the right answers. But It’s safe to say that most fundraising consultants are empathic, compassionate people who want to help others, and want our clients to succeed and grow — and our world to improve.

Even if your contract with your consultant doesn’t specifically spell out the things I’ve mentioned, they are part of what you’re paying for. Maximize your investment — don’t neglect to use them! 

Betsy Steward is an independent fundraising consultant. She advises clients on major donor solicitation, cultivation, and stewardship, as well as fundraising best practices, back-office organization, board presentations and writing to donors (appeal letters, emails, proposal letters, thank-you notes, etc.). She can be reached at BetsyVSteward@gmail.com.