Fundraising Consultants

EUGENE A. SCANLAN, PHD, CFRE, recently retired, is the founder of eScanlan Company, which provided a full range of nonprofit management consulting services, including organizational development and enhancement, organizational assessments, strategic planning, and development/fundraising services. A recognized and award-winning leader, author, and educator in the nonprofit sector, Gene has been actively involved with nonprofits since 1966, including seventeen years as vice president and senior vice president of a national consulting firm. Gene is also the author of numerous articles, reports, and contributed book chapters.

• Acknowledgments xvAbout the Author xviiIntroduction xixCHAPTER 1 No, We Don’t Need a Consultant! 1Summary 24CHAPTER 2 Yes, We Really Need a Consultant! 25Summary 54CHAPTER 3 What Should We Do First? 55Step One: Know Your Organization 55Step Two: Identify Your Organization’s Real Needs 57The Next Internal Steps 59Some Possible Alternative Arrangements 61Summary 69CHAPTER 4 The Request for Proposal—A Short Introduction 71The Written External RFP 71The Written Internal RFP 72The Unwritten Consensus RFP 72Advantages of the Internal RFP andRFP Contents 73Summary 76CHAPTER 5 Finding Consultants—Where Are They? 77They’re Everywhere, They’re Everywhere! 77Using Your Own Organization as a Source 79Asking Other Organizations 81Using Workshops, Seminars, and Conferences as Sources 81Professional Organizations as Sources 84Professional Organizations of Consultants as Sources 85Using the Internet 87Summary 87CHAPTER 6 Information, Please! 89Three Ways to Find Consultants: A Quick Review 89Using the Consultant’s Web Site or Printed Materials 91Using Examples of the Consultant’s Work 99Reference Checks as Critical Sources 100Using Informal Contacts with Colleagues 103Using Colleagues Active in Professional Associations 103Using an Online Search Engine 104Summary 104CHAPTER 7 The Proposal for Services 107Overview of Proposals 107Objectives of Proposals 108A Sample Proposal Outline 109Analyzing the Proposal’s Content 112Who Does What 114Confidentiality 115Fee and Expense Structures in Proposals 116Timelines 120Who Will Deliver the Services 121Reviewing and Editing Materials 121Registration and Contract Filing Issues 123Legal or Ethical Disclosure 123Solicitor Registration 124Product/Outcome Definition 124Seeking a Revised Proposal and Negotiating 125Summary 126CHAPTER 8 The Interview 127Overview of Interviews 127Focus of Preproposal Interviews 127Focus of Postproposal Interviews 135Alternative Interview Methods 137Summary 138CHAPTER 9 Selection and the Contract 139Importance of Group Process 139Contract Preparation Alternatives 140Contents of Consultant-Prepared Contracts 142Review of Contracts by Attorneys 143Summary 144CHAPTER 10 Working with Your Consultant 145Keeping Focused on the Project 145Consulting Partnerships 146The Staff Trap 148The First Day and First Steps 150Materials for Review 151Sharing Unwritten Information 154Working Arrangements 155Timelines and Meeting Review 155Procedures Defined 157Defining a Process for Written Materials Review 158The Case 159Letter of Invitation to Prospective Interviewees 160Interview Questionnaire 161Campaign Materials 162Policies and Procedures 163Meeting Materials 164Training Materials 165Prospecting Materials 165Other Written Materials 166Consultants as Creative Resources 166Events 167General Advice and Counsel 168Some General Considerations 169Keeping the Consultant Informed 171Planning and Scheduling 172Meetings and Conference Calls 173Your Consultant’s Other Skills 174Dealing with Issues 176Payment Issues 179Some Background Points 180Summary 182CHAPTER 11 Wrap-up and After 183The Consultant Always Leaves 183Delivering the Report and Recommendations 183What’s Next? 184When Nothing Happens 185Ensuring Follow-through 185End-of-Campaign Debriefings 186Summary 189CHAPTER 12 Conclusions 191Some Final Thoughts 191Who Gets the Credit? 192The Best Fundraising Consultant 193Additional Selected Readings 197AFP Code of Ethical Principles and Standards 203A Donor Bill of Rights 204Index 205