Consultants: When Do You Need Them? How Do You Use Them Effectively?

Consultants: Do you need them? How do you use them effectively?

By John R. Frank, CFRE - 1998 Annual Convention of the International Union of Gospel Missions

I.        When do you need a consultant?

§  A problem must be solved

§  Inexperienced staff

§  Specific experience needed

§  Task to be accomplished

§  Go to next level

II.         Why do you need a consultant?

§   Expertise

§  Objective Viewpoint

§  Outside Perspective

III.       Areas of. Counsel Available

§  Direct Mail

§  General Development

§  Major Gifts

§  Capital Campaigns

§  Planned Giving

§  Human Resource Development

§  Financial Management/Computer

§  Program Specialists

§  Leadership/Boardsmanship

§  Audits - Financial, Development, Program, Marketing

IV.       FOCUS: Development - What does a consultant do? not do?

Solve problem

§  need new building

§  need feasibility study

§  need audit of development programs

§  need training - development, board of directors

Create strategy

§  create direct mail strategy create major gift strategy

§  create capital campaign strategy

Ongoing counsel

§  development counsel in all areas

§  management counsel - issues, problems leadership counsel - executive director, board

Not Do

§  "raise money"

§  make the donor call (unless specifically paid to do so)

V.        How do I choose a consultant?

§  Research - IUGM, CMA, CSA referrals

§  Ask for proposal/RFP

§  Look for expertise

§  Match type of firm - sole proprietor/large firm

§  Match style of on-site consultant

§  Accept agreement

VI.       How do I work with my consultant?

§  Monthly On-site

§  Quarterly Meetings

§  Phone/Fax only

§  Project

VII.      How do I pay for a consultant?

§  Retainer

§  Daily Fee

§  Project Fee

§  Hourly Fee

§  Expenses

VIII. How do I get a return on my investment?

§  Clear expectations

§  Set goals/measurements

§  Look short and long term

§  Accountability

IX.    FOCUS: Program Consulting

X.     FOCUS: Boardsmanship/Leadership

XI.    Concluding Remarks

XII.   Question and Answers