It’s Not Rocket Science…Why Do We Need to Hire a Consultant?

As consultants working with nonprofit organizations on various aspects of nonprofit life including fundraising, strategic planning, marketing and leadership development, we are often asked why an organization should engage our services rather than just do it themselves.  My answer is that consultants bring experience, focus, perception, accountability, objectivity and style that make the realization of specific goals more likely for several reasons:

Experience: Fundraising is both an art and a science.  Key for success will be the relationships that open the right doors which quite frankly rely on the volunteer and professional representatives of the organization, whether they’re the actual door openers or the facilitator of the process.  Major gifts don’t just happen without a strategic and thoughtful cultivation plan and leadership committed to the process.  Major gift fundraising is a tedious process that requires discipline whether you’re a faith based organization with a clearly defined prospect base or an organization that may appeal to a broad audience.  A good consultant will demonstrate integrity by acknowledging she/he is not ”the rainmaker ” for an organization, rather, she/he will provide the guidance and input necessary to guide representatives of the organization through the process necessary to identify prospective donors, cultivate/nurture relationships, establish appointments and facilitate solicitation meetings, based on professional training and years of experience that has led to success in the past.

Focus:  Nonprofit organizations must rely on the involvement of others – members, donors, volunteers, etc.  Charging a consultant to be in the driver’s seat and provide experienced leadership will bring focus to the process, often measured with tools such as benchmarks and timelines.  Consultants know there is a sequential process that is key to the ultimate success of any campaign.  They can be very effective at keeping the process on track while navigating any detours, distractions, and unanticipated developments which are more likely than not given the organic nature of fundraising.  When new ideas and questions are raised and the answer is “well, that’s because it’s the way we’ve always done it” a consultant can make sure good ideas are nurtured and distractions are minimized.

Perception:   Consultants bring an automatic degree of credibility and expertise to a campaign simply by the automatic perception we enjoy when working from the outside with an organization.  Even if an organization has members and volunteers who do similar work for a living they usually don’t bring the same credibility, objectivity and time commitment that a paid consultant with a proven track record can positively affect the perception of your potential donors.  Merely by their presence alone, a consultant can convey the seriousness to which the organization is focusing on the campaign by investing time and money to work with a consultant. 

Accountability:  Working with a consultant will help hold people accountable for their respective areas of responsibility, including the consultant.   Written communication is crucial to confirm oral understandings, whether they be pledge commitments or recaps of meetings.  Most consultants recognize the importance of “CYA” (cover your ass) since we regularly count on the skeptic to question “what have you done for me lately?”  A good consultant should be committed to a strategic process that clearly demonstrates a commitment to “going the distance” to getting the job done … no excuses.

Objectivity:  Even the most seasoned and best intentioned volunteers and professional staff have an “insiders” view of your organization.  This serves you well in most circumstances but when it comes to major gift fundraising and conducting a campaign combining that “insiders view” with an objective perspective is more important than ever.  The most successful campaigns combine an “insiders” view, the culture of the organization, and solid fundraising process with consultants who do this day in and day out effectively will challenge “because that’s the way we’ve always done it.”  Capital campaigns and major gift fundraising without the objectivity a good consultant brings limits an organizations ability to get the job done, and get it done right, the first time.

Style:  Choosing a consultant with whom to work often has more to do with “chemistry” than more tangible items such as referrals and examples of existing work, which are important also.  Just as “one size doesn’t fit all” the same is true for consultants and it should be reflected through signals such strong listening skills and making the client feel as if they are unique and valued simply because it’s how we genuinely feel.  Trust your instincts when considering hiring a consultant … if you find the person to be sincere chances are more people will also which is important since you want a consultant who be a good fit for your organization.  Consultants know, “first impressions are lasting impressions” and good consultants know you usually only get one shot to demonstrate your style and personality. 

So yes, it’s not rocket science … some might even argue it’s more challenging!