How to Find the Right Fundraising Consultant
Hiring a fundraising consultant is a strategic decision — and, done well, it can change the trajectory of your entire organisation. But too often, charities stumble in the process, failing to define their needs, hiring based on buzz rather than fit, or engaging a consultant without setting clear expectations. Here’s how to get it right.
1. Understand Why You Need a Fundraising Consultant
Before you begin your search, be clear about why you’re hiring a consultant. Fundraising consultants are not one-size-fits-all. They typically bring expertise in:
- Capital or major gift campaigns
- Fundraising strategy and planning
- Donor engagement and stewardship
- CRM implementation and data governance
- Board and staff training
- Prospect research and pipeline development
Be specific about your objectives. Are you launching a new program? Reviving a dormant donor base? Preparing for a major capital ask? Clarity at this stage prevents wasted time and money later.
2. What to Look For in a Fundraising Consultant
Hiring the wrong consultant can cost more than just fees — it can damage donor relationships, stall momentum, and frustrate your team. Here’s what to consider:
Proven Experience in Your Sector
Look for someone who has deep experience with organisations similar to yours — in terms of size, mission, and fundraising maturity. A consultant who has only worked with large institutions may not adapt well to a nimble grassroots group.
Strategic Thinker, Practical Operator
You need someone who brings strategic vision and understands how to execute. Watch for consultants who speak in real terms about implementation, not just theory.
Strong References and Reputation
Ask for and speak to references — not just the ones on their list. Seek feedback from other organisations in your network. Are they known for being collaborative, candid, and impactful?
Good Cultural Fit
Fundraising is relational. If your consultant’s style doesn’t match your team’s culture or values, it won’t work — no matter how sharp their CV.
Clear Communication and Accountability
Your consultant should be responsive, organised, and transparent about their process. If they’re vague in a proposal or slow to reply during early conversations, that won’t improve once the contract is signed.
3. How to Engage a Fundraising Consultant Properly
Engagement is a two-way street. Here’s how to set the relationship up for success:
Have a Clear Scope of Work
Define deliverables, timelines, milestones, and metrics. Be specific. Avoid vague goals like “improve donor engagement.” Instead, aim for outcomes like “develop and implement a 12-month stewardship plan for major donors.”
Appoint a Project Lead Internally
One person should manage the consultant relationship — ensuring communication is consistent, decisions are timely, and internal staff are engaged.
Involve Key Stakeholders Early
Don’t drop the consultant into a silo. Involve your executive team, board, and frontline fundraisers early and often. This ensures buy-in and prevents resistance.
Stick to Regular Check-Ins
Schedule standing meetings. Progress gets lost in long email threads or when updates are only shared at the end. Regular reviews help you adjust course quickly if needed.
Measure and Review Impact
Set agreed-upon KPIs or deliverables and review them together. A good consultant welcomes accountability — they want to prove their value.
4. Know When to Say No
Finally, be prepared to walk away from a consultant who isn’t the right fit — even if they come highly recommended. If after the first few conversations you’re getting boilerplate answers or they aren’t asking you hard questions, move on. This is a relationship that should challenge and elevate your work, not just mirror it.
The right fundraising consultant brings more than skills — they bring perspective, discipline, and confidence to help your team move forward. Don’t rush the search, and don’t underestimate the value of mutual respect and clarity. When done well, a consulting engagement becomes more than a transaction — it becomes a catalyst for growth.
