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According to the U.S. Bureau of Labor Statistics (BLS), more than 12 million people work in nonprofits, which makes up about 10% of the nation’s workforce. Yet, many nonprofits need help to meet their fundraising goals. This is especially true for campaigns such as capital campaigns, which require long-term focus, vision, and persistence. This is where a capital campaign consultant steps in. They bridge the gap between the vision of a nonprofit organization and action and turn it into actual results.
A capital campaign is a focused fundraiser for major projects like building new facilities, endowments, purchasing heavy equipment, etc. On average, nonprofits raise $8.9 million per campaign, with 94% of organizations considering their capital campaigns a success. Beyond the funds, these campaigns also enhance relationships with major donors by72%
However, such campaigns require highly specialized knowledge, skills, and resources due to their complexity, long timelines, and significant financial investments. A capital campaign consultant will offer strategic direction and clarity in turning your fundraising goals into a successful reality.
Why hire a capital campaign consultant?
Capital campaigns are high-stakes efforts. They require careful planning, resource management, and robust donor engagement. Yet, many nonprofits need more than what their internal capacity has to offer to navigate these challenges.
Fundraising expert Ken Burnett, author of Relationship Fundraising, said, “Capital campaigns require skilled, dedicated leadership to ensure the right strategy is in place. Without this, even the best intentions can fall short.” A capital campaign consultant brings the expertise necessary to:
- Conduct a capital campaign feasibility study to assess readiness and set realistic goals.
- Develop a sample capital campaign plan tailored to your organization.
- Enhance donor acquisition through targeted prospect research for significant gifts.
- Train staff and boards on effective nonprofit fundraising strategies.
Let’s see what a capital campaign consultant can do and what not.
| What they do | What they don’t do |
| ✅ Ease feasibility studies | ❌Guarantee donations |
| ✅ Provide strategic advice | ❌Hire Volunteers |
| ✅ Train boards on major gifts and planned giving | ❌Handle daily fundraising operations |
| ✅ Monitor campaign timelines | ❌Act as a direct fundraiser |
| ✅ Offer insights on donor engagement | ❌Define your organizational goals |
According to a 2024 Capital Campaign Benchmark Study, nonprofits that hired a capital campaign consultant raised 20-40% more funds on average than those that managed campaigns internally. This underscores the value that expert guidance brings in reaching fundraising goals.
Defining your needs before hiring a capital campaign consultant
Before embarking on the hiring process, ask yourself these questions:
1. What are our goals?
Are you funding a new building, expanding a program, or increasing your capital? Defining your objectives will help you align with the right consultant.
2. What expertise do we need?
If your team needs to improve in prospect research or securing major gifts, a consultant can help. They have the required expertise.
3. What’s our budget?
While hiring a consultant is an investment, the return often far exceeds the cost. Be clear about your financial limits to find a workable, profitable partnership.
Learnings from fundraising expert Andrea Kihlstead
| Before hiring a capital campaign consultant, Andrea stressed the need to define the organization’s goals. She believed knowing specific aims, such as funding a new facility, was crucial for her. This clarity helped her find a consultant experienced in large campaigns. Andrea pointed out the need for expertise in prospect research and major gifts. She noted that her team needed to gain this knowledge and a consultant for guidance. Defining these needs helped her select the right consultant for the job. |
Check this video on capital consultants from Andrea: Hiring a Capital Campaign Consultant
The 5 C’s to look for in your capital campaign consultant
Finding the right consultant requires careful evaluation. Focus on these five qualities:
- Competency: Seek consultants with proven experience in the nonprofit consulting industry. Ask for case studies demonstrating their success with similar campaigns.
- Communication: Your consultant should listen to your needs. They should explain their approach in detail and provide updates at regular intervals.
- Clarity: A good consultant simplifies complex challenges, helping you focus on actionable solutions.
- Credibility: Check references and online reviews. Strong endorsements from peers can signal a reliable partner.
- Compatibility: Your consultant should align with your mission and values. A mismatch can lead to frustration and inefficiency.
The hiring process: Step-by-step
1. Assess your organization’s needs
First, know your goals, gaps, and budget. Then, decide if you want a new facility, to grow your endowment, or to pursue other projects. This helps in finding the right consultant.
2. Research and recommendations
Start by using industry networks and online resources to find capital campaign consultants. Ask peers for help, too. Focus on consultants with a proven track record in your campaign type, such as major gifts, prospect research, and feasibility studies.
3. Create a Request for Proposals (RFP)
Develop an RFP detailing your campaign goals, timeline, budget, and needs. Be transparent about your organization’s capacity and challenges. This helps consultants propose tailored strategies.
POWER, a nonprofit organization in Pittsburgh, Pennsylvania, issued an RFP for interested consultants to manage their capital campaign. The RFP outlined goals, timeline, budget, and services like donor engagement and prospect research. POWER received multiple proposals and chose the consultant that best matched their needs and budget.
Click here to check out how they outlined their RFP.
4. Evaluate proposals
Review proposals based on the consultant’s experience, approach, and understanding of your needs. Consider their methodology, past successes, and how well they’ve worked with similar organizations. Compare pricing to ensure it fits your budget.
5. Involve key stakeholders (board approval)
Present the top candidates to your board and stakeholders. Their feedback ensures organizational buy-in. Board input may also reveal areas that need clarification in the consultant’s approach.
6. Conduct interviews and review presentations
Invite final candidates for interviews and presentations. Assess how well they communicate their strategies and whether they fit your organizational culture. Ensure their vision aligns with yours and they can collaborate effectively with your team.
Buffalo city mission’s success story
Nonprofits often need help in capital campaigns. These include improving outdated facilities, a need for more fundraising skills, and trouble engaging donors. A great example of overcoming these challenges is the success of Buffalo City Mission.
Buffalo City Mission, in Buffalo, New York, sought to better serve the homeless and poor. Their facility needed to be improved. Operational inefficiencies were harming their mission. By partnering with a capital campaign consultant, Buffalo City Mission achieved and surpassed its fundraising goals. raising an impressive $15 million!!
Here’s a breakdown of their journey:
Challenges
| 1. Facility limitations | 2. Operational inefficiencies | 3. Need for community support |
How did a capital campaign consultant help them?
- Strategic planning: The consultant helped Buffalo City Mission develop a detailed campaign strategy.
- Donor engagement: Identified and engaged major donors. Aligned their interests with the mission’s goals.
- Campaign management: Provided expertise in managing the campaign timeline and resources efficiently.
- Board and staff training: Conducted training sessions to empower the board and staff in fundraising and donor outreach
Results
- Successfully secured $15 million for a new, state-of-the-art facility.
- Deepened relationships with donors and the local community, fostering long-term support.
This case shows how a capital campaign consultant can help nonprofits. They can overcome significant obstacles with their expert advice and support. For Buffalo City Mission, the consultant’s skill was invaluable where they guided the team through a challenging campaign and made their vision a reality.
Your nonprofit can replicate this success in your capital campaign by using the principles of precise planning, donor engagement, and expert guidance.
Why a capital campaign consultant is key to your fundraising success
Wondering how to bring your vision to action and secure the capital funding you need? A capital campaign consultant can guide you every step of the way. These experts help nonprofits. They tackle challenges and achieve bold goals, from strategic planning to donor engagement.
If you’re ready to start your capital campaign, create a detailed plan, and take the proper steps from the start, then we’re here to help you. To kickstart your efforts, check out this fundraising campaign planning template. This template will help you to set clear goals, engage donors, and lay a strong foundation for a successful campaign.
Let a capital campaign consultant help you turn your vision into reality!
