Fundraising Consultants A Guide for Nonprofit

Praise for Fundraising Consultants"In Fundraising Consultants: A Guide for Nonprofit Organizations, Gene Scanlan provides a thoughtful and deliberative guide for how to select, develop, and maintain successful relationships with consultants that can help organizations achieve their goals. It is also an excellent resource for consultants, both new and experienced, on how to best serve our clients."Barbara L. Ciconte, CFRE, Senior Vice President, Consulting ServicesDonor Strategies, Inc."Finally, a book that provides a balanced and informative perspective about fundraising consulting. Gene provides solid information for organizations to consider when using a consultant while also describing the consultant's point of view. All this can only lead to a more effective use of consultants and more successful nonprofits."Sandra Renner, MSW, CFRE, Renner ConsultingStrategic Philanthropic Counsel"This book is an excellent source for a development or foundation director to read before hiring any type of consultant. It guides you through the search process and tells you how to evaluate your prospects. This is especially important for small development offices or foundations that rely on outsourcing fundraising projects or campaigns to consultants. It even suggests how to use consultants as a creative resource!"Jeanne G. Jacob, CAE, CFRE, Executive DirectorGoodwin House Foundation

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

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Fundraising Consultants A Guide for Nonprofit Organizations

Summary

Author Biography

Table of Contents

Supplemental Materials