It might seem strange that a fund raising consultant would indicate that not all organizations need a fund raising consultant. Some
don’t, most do for a major capital campaign.
This article is a primer course on fund raising counsel. Included are the different types of fund raising counsel,
benefits to fund raising counsel, why paying a fund raiser a percentage is viewed as unethical and may not be in the organization’s
best interest, costs associated with professionally directed capital campaigns, and a lot of information on how to select the right
Types of Fund Raising Counsel
There are several types of fund raising consulting options available to non-profit organizations.
Consulting Firms - These firms usually provide the most comprehensive consulting services for major campaigns. Services range from
having senior executives do periodic consultations with organizations (a service usually reserved for major institutional clients such
as hospitals and universities) to full-time resident counsel. Resident counsel, usually a younger person who works under the direct
supervision of an executive, moves to your city and works full-time for your organization.
Most consulting firms charge on a flat fee basis based on the time and service provided. Almost none work on a percentage basis. The more
service required, the higher the fee. In almost every circumstance, a resident director firm will cost more than an executive consultant
firm. There are relative strengths and weaknesses to each. Be certain to interview EVERYONE in the firm who you’ll be working with – not
just the executive making the sales presentation.
Consulting firms are not "Solicitation Firms". Consulting firms work to teach, train, motivate, and orient organizations to succeed in fund
raising. Like any consulting arrangement, volunteer and staff leaders must be very involved and active in the campaign to succeed.
Independent Consultants - There are numerous individuals who consult with organizations - either full-time or as an adjunct to their full-time
job. Many are quality individuals with excellent track records. Some are just in it to earn extra money or are between jobs. The major
difference between an Independent Consultant and Consulting Firm is the number of people available to work on the campaign. Consulting
firms will almost always use a "team approach", thereby increasing the quality and amount of advice and guidance available.
Almost always, Independent Consultants are less expensive than Consulting Firms - mostly because they provide less time and resources
than the Consulting Firm, and their overhead is considerably lower.
There are many very good Independent Consultants, but the same criteria should be used in retaining an Independent Consultant that is
used in retaining a Consulting Firm. In retaining an Independent Consultant,
remember that this is the person you will be working with throughout the campaign – there is no one else. If it turns out that you lose
confidence in this individual, chances are your campaign will be delayed and possibly jeopardized.
Solicitation Firms. There are companies, usually telemarketing firms, that will call or otherwise contact thousands of people to seek
support. They usually charge based on a percentage of the funds raised - often times taking much of the income. Many consider this type
of arrangement to be unethical.
Fees Based On A Percentage of Funds Raised – And How Much Will a Campaign Cost?
Most fund raising consulting firms charge on a flat fee basis, based on time and service provided. Most will not accept assignment on
contingency or percentage basis.
Most firms do this for three specific reasons:
Ethics. Virtually every major association or professional organization associated with fund raising prohibits consulting firms
from charging a percentage of the funds raised.
Clients Best Interest. Organizations need to realize, especially small and medium size groups with little experience, that there is
simply no way a charity can hire someone to "do" their fund raising. A major campaign requires the cooperation of the Board of Directors,
Senior Staff, Community Volunteers and Professional Fund Raisers. When a consultant charges on a percentage basis, oftentimes volunteers
are less motivated to follow the advice of counsel. The focus of the campaign too easily becomes "well, of course you want me to make that
visit - you’ll make money" instead of a teamwork approach that will further the mission of the group.
Additionally, a percentage fee will often lead a client to pay much, much more than necessary in a successful campaign. Generally a
small or medium size campaign should have total fund raising costs between 5 and 15 percent of the goal. A successful campaign (one
that raises more than the goal) should have the effect of lowering the percentage spent on the campaign - again increasing the
motivation of volunteers to be involved and committed to the campaign.
Long Term. Fund raising counsel should be focused on the long-term fund raising needs as well as the immediate goals of the campaign.
When paid as a percentage of "cash in the door", counsel will have a tendency to focus on the short-term cash needs and not build the
long-term programs and cultivation vehicles necessary to insure successful fund raising in the future.
This said, there are some generally acceptable ranges for total costs of a capital campaign. There are two basic types of costs
associated with a professionally directed capital campaign.
Operating Costs: These are costs that are incurred whether counsel is used or not and include such things as printing, postage, video,
meeting hall, secretarial, transportation, etc. These are the expenses that the donors and leaders see and rely on to be successful.
Service Fee: The second cost is the service fee charged by campaign counsel to manage, direct and lead the campaign to success. Most
respectable consulting firms charge on a fee basis based on the time, service, and expertise required to complete a campaign.
For a campaign with a goal of up to $2,000,000, the total costs would probably range from 8 to 15% of the goal. It would generally
take between six months and one year to conduct this type of campaign.
For a $2,000,000 to $5,000,000 goal, the costs would likely be 7 – 12%. It would generally take between eight months and a year and a half to
conduct this size campaign.
For a $5,000,000 to $25,000,000 goal, the costs might equal 4 – 8%. It would generally take over 18-24 months to conduct this type of campaign.
Campaigns over $25,000,000 might be as little as 1 - 2% of the goal and could take two or more years.