If you’re thinking about a major gift campaign (Clemons-Associates has served 40+ clients with campaigns ranging from $3M to $300M), it’s likely that key stakeholders (staff, board, key donors…) might suggest a local development consultant from your community offers an insider edge.
But consider three myths about local capital campaign consultants
In this post, we’ll bust three common myths about local capital campaign consultants to help you sort through the right expert for your campaign.
Myth 1) A local campaign consultant will bring donors to your campaign
Though many people think a consultant will bring local donors to their organization, in reality, your donors are already within your orbit.
Whether they’re long-time cash contributors, pledge makers, volunteers, GIK supporters, or connected to your cause in some other way, the individuals (and foundations) who will support your campaign generally have a prior relationship with your organization.
A consultant — local or otherwise — doesn’t magically unlock a pool of donors you haven’t engaged with. Their role is to
a) audit your current situation (brand, message, story)
b) build a branded and compelling campaign
c) coach and consult with your stakeholders (Board, Committee, Staff)
d) guide you in identifying and engaging with the people you already know
e) help you maximize the potential of your existing and new relationships
Lesson 1: Campaign donors come from your community and ecosystem, not from your hired consultant.
According to the Association of Fundraising Professionals’ Code of Ethics, it’s unethical for consultants to introduce donors to your campaign. If you interview a consultant who claims they can bring donors to your organization, beware! If they do, you can assume they’ll bring your existing best donors (including board members) to associated events. Myth #2: A local campaign consultant is an expert
Most local consultants hang out a consulting shingle after getting burned out as development directors. They may have worked on one or two campaigns throughout their career, but they rarely have extensive campaign experience.
Additionally, it’s highly unlikely that such consultants have led multiple campaigns from start to finish. You do not want to be the guinea pig or training wheels for anyone’s consulting business.
When it comes to campaign expertise, having a consultant with extensive campaign experience is a must (served 25 – 50 clients in multi-faceted campaigns). When interviewing consultants, ask these two critical questions:
· How many successful campaigns have you led from start to finish as a dedicated campaign consultant?
· What were the associated outcomes?
If you simply ask how many campaigns they’ve worked on, they might say four or five — but they might be hiding some critical facts. Ask your questions carefully.
Lesson 2: Deep campaign experience(s) matters more than location.
A seasoned campaign consultant brings tried-and-true strategies, efficient tactics, cutting-edge marketing materials, best practice tools and a broad perspective informed by a range of campaigns across diverse sectors, over decades. Their ability to tailor insights from dozens of capital campaigns is critical for your success.
Myth #3: Your Campaign Consultant needs to know your community
While occasionally a local consultant who knows the philanthropic landscape can add some benefits to your campaign, selecting the best, most experienced consultant without regard to their location often yields better results than focusing locally.
As recent times have shown us, the location of your consultant is irrelevant thanks to technology, e-communication and proven methodologies.
Location matters less than collaboration. With advancements in technology and communication, consultants can work effectively with you regardless of where they are based. Their physical presence isn’t nearly as critical as their ability to design custom resources, guide, coach, and support your team.
Lesson 3: You are the expert on your own community.
At Clemons-Associates, we believe you and your team bring a unique and indispensable knowledge of your community to the table. You understand your donor base, their motivations, connections, and preferences better than anyone. A consultant’s job is to harness the fact that you understand your donor base and giving community…and integrate these dynamics into a robust campaign strategy — not to replicate or replace your local insight.
Pick the consultant for your campaign that's the best fit
Ultimately, the success of your capital campaign depends on a) the body of work with historic successes (proven methodologies) of your consultant; and b) the synergy between your team and your consultant.
While a local perspective can add value in specific contexts, choosing a consultant based on location risks overlooking the obvious importance of skillsets, experience, and strategic approach.
Bottom line:
Remote consulting is an excellent alternative
Clemons-Associates has been successfully supporting leaders (nonprofits, educational institutions and ministries) through major gift campaigns from South Korea to Kansas City. Our model often includes access to the FULL RANGE of Clemons-Associates folders, files, digital assets and proprietary resources. We leverage technology to bring the best consulting expertise to dedicated and impactful organizations regardless of geography — and it works!
But you don’t need to take our word for it — see what our clients have to say.
Click here.
Craig Clemons with Friend, Philanthropist and President/Founder/Board Chairman of Express Employment Professionals, Bob Funk, Sr.
Seeking expert assistance from seasoned professionals?
Contact Craig Clemons at craig@clemons-associates.com or one of our rock star associates for more details. Clemons & Associates is on standby to help you with brand identity, strategic messaging, campaigns, digital assets, programs/projects and/or development endeavors.