Fundraising Consultants Lowering net costs, realizing more money, and securing larger donations are just a few of the advantages to hiring a professional fundraising consultant. But how can you know you're picking the right consultant for your organization? Filled with invaluable information to help you identify, select, retain, and work with development/fundraising consultants, Fundraising Consultants includes practical advice, tips, guidelines, possible outcomes of consulting, exemplary stories, and other useful information for nonprofit organizations of any size considering the use of…mehr
Fundraising Consultants Lowering net costs, realizing more money, and securing larger donations are just a few of the advantages to hiring a professional fundraising consultant. But how can you know you're picking the right consultant for your organization? Filled with invaluable information to help you identify, select, retain, and work with development/fundraising consultants, Fundraising Consultants includes practical advice, tips, guidelines, possible outcomes of consulting, exemplary stories, and other useful information for nonprofit organizations of any size considering the use of development/fundraising consultants. Author Eugene Scanlan--a leading fundraising consultant--offers step-by-step guidance and resources to help you in your decision to use consultants, and then shows you how to go about getting the right one for the job. Its numerous case studies and practical tools--including sample invitation letters to consultants, sample requests for proposal, sample consulting budgets, samples of reports, and recommendations--equip you to implement the concepts introduced in the book. Part of the AFP/Wiley Fund Development Series, this guide covers everything you need to know to make critical decisions for selecting and working with fundraising consultants and explores: * The request for proposal * Where to find the best consultant * Using the Internet and other sources in your search * The proposal for services * Pre- and post-proposal interviews * Selecting the right consultant * Drawing up a contract * Working with your consultant Brimming with ideas, concepts, and information that will help you and your organization through the consultant selection and working process, Fund-raising Consultants reveals what your nonprofit should look for when considering hiring a consultant or firm. Intended as a guide for any nonprofit organization considering hiring a consultant--to help the organization see if it is ready to raise money, to assist it in raising money, and/or accomplish the goals a good fundraising consultant can help the organization achieve-- Fundraising Consultants is your insider guide to using fundraising consultants effectively.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
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.
Inhaltsangabe
Acknowledgments xv About the Author xvii Introduction xix CHAPTER 1 No, We Don't Need a Consultant! 1 Summary 24 CHAPTER 2 Yes, We Really Need a Consultant! 25 Summary 54 CHAPTER 3 What Should We Do First? 55 Step One: Know Your Organization 55 Step Two: Identify Your Organization's Real Needs 57 The Next Internal Steps 59 Some Possible Alternative Arrangements 61 Summary 69 CHAPTER 4 The Request for Proposal-A Short Introduction 71 The Written External RFP 71 The Written Internal RFP 72 The Unwritten Consensus RFP 72 Advantages of the Internal RFP and RFP Contents 73 Summary 76 CHAPTER 5 Finding Consultants-Where Are They? 77 They're Everywhere, They're Everywhere! 77 Using Your Own Organization as a Source 79 Asking Other Organizations 81 Using Workshops, Seminars, and Conferences as Sources 81 Professional Organizations as Sources 84 Professional Organizations of Consultants as Sources 85 Using the Internet 87 Summary 87 CHAPTER 6 Information, Please! 89 Three Ways to Find Consultants: A Quick Review 89 Using the Consultant's Web Site or Printed Materials 91 Using Examples of the Consultant's Work 99 Reference Checks as Critical Sources 100 Using Informal Contacts with Colleagues 103 Using Colleagues Active in Professional Associations 103 Using an Online Search Engine 104 Summary 104 CHAPTER 7 The Proposal for Services 107 Overview of Proposals 107 Objectives of Proposals 108 A Sample Proposal Outline 109 Analyzing the Proposal's Content 112 Who Does What 114 Confidentiality 115 Fee and Expense Structures in Proposals 116 Timelines 120 Who Will Deliver the Services 121 Reviewing and Editing Materials 121 Registration and Contract Filing Issues 123 Legal or Ethical Disclosure 123 Solicitor Registration 124 Product/Outcome Definition 124 Seeking a Revised Proposal and Negotiating 125 Summary 126 CHAPTER 8 The Interview 127 Overview of Interviews 127 Focus of Preproposal Interviews 127 Focus of Postproposal Interviews 135 Alternative Interview Methods 137 Summary 138 CHAPTER 9 Selection and the Contract 139 Importance of Group Process 139 Contract Preparation Alternatives 140 Contents of Consultant-Prepared Contracts 142 Review of Contracts by Attorneys 143 Summary 144 CHAPTER 10 Working with Your Consultant 145 Keeping Focused on the Project 145 Consulting Partnerships 146 The Staff Trap 148 The First Day and First Steps 150 Materials for Review 151 Sharing Unwritten Information 154 Working Arrangements 155 Timelines and Meeting Review 155 Procedures Defined 157 Defining a Process for Written Materials Review 158 The Case 159 Letter of Invitation to Prospective Interviewees 160 Interview Questionnaire 161 Campaign Materials 162 Policies and Procedures 163 Meeting Materials 164 Training Materials 165 Prospecting Materials 165 Other Written Materials 166 Consultants as Creative Resources 166 Events 167 General Advice and Counsel 168 Some General Considerations 169 Keeping the Consultant Informed 171 Planning and Scheduling 172 Meetings and Conference Calls 173 Your Consultant's Other Skills 174 Dealing with Issues 176 Payment Issues 179 Some Background Points 180 Summary 182 CHAPTER 11 Wrap-up and After 183 The Consultant Always Leaves 183 Delivering the Report and Recommendations 183 What's Next? 184 When Nothing Happens 185 Ensuring Follow-through 185 End-of-Campaign Debriefings 186 Summary 189 CHAPTER 12 Conclusions 191 Some Final Thoughts 191 Who Gets the Credit? 192 The Best Fundraising Consultant 193 Additional Selected Readings 197 AFP Code of Ethical Principles and Standards 203 A Donor Bill of Rights 204 Index 205
Acknowledgments xv About the Author xvii Introduction xix CHAPTER 1 No, We Don't Need a Consultant! 1 Summary 24 CHAPTER 2 Yes, We Really Need a Consultant! 25 Summary 54 CHAPTER 3 What Should We Do First? 55 Step One: Know Your Organization 55 Step Two: Identify Your Organization's Real Needs 57 The Next Internal Steps 59 Some Possible Alternative Arrangements 61 Summary 69 CHAPTER 4 The Request for Proposal-A Short Introduction 71 The Written External RFP 71 The Written Internal RFP 72 The Unwritten Consensus RFP 72 Advantages of the Internal RFP and RFP Contents 73 Summary 76 CHAPTER 5 Finding Consultants-Where Are They? 77 They're Everywhere, They're Everywhere! 77 Using Your Own Organization as a Source 79 Asking Other Organizations 81 Using Workshops, Seminars, and Conferences as Sources 81 Professional Organizations as Sources 84 Professional Organizations of Consultants as Sources 85 Using the Internet 87 Summary 87 CHAPTER 6 Information, Please! 89 Three Ways to Find Consultants: A Quick Review 89 Using the Consultant's Web Site or Printed Materials 91 Using Examples of the Consultant's Work 99 Reference Checks as Critical Sources 100 Using Informal Contacts with Colleagues 103 Using Colleagues Active in Professional Associations 103 Using an Online Search Engine 104 Summary 104 CHAPTER 7 The Proposal for Services 107 Overview of Proposals 107 Objectives of Proposals 108 A Sample Proposal Outline 109 Analyzing the Proposal's Content 112 Who Does What 114 Confidentiality 115 Fee and Expense Structures in Proposals 116 Timelines 120 Who Will Deliver the Services 121 Reviewing and Editing Materials 121 Registration and Contract Filing Issues 123 Legal or Ethical Disclosure 123 Solicitor Registration 124 Product/Outcome Definition 124 Seeking a Revised Proposal and Negotiating 125 Summary 126 CHAPTER 8 The Interview 127 Overview of Interviews 127 Focus of Preproposal Interviews 127 Focus of Postproposal Interviews 135 Alternative Interview Methods 137 Summary 138 CHAPTER 9 Selection and the Contract 139 Importance of Group Process 139 Contract Preparation Alternatives 140 Contents of Consultant-Prepared Contracts 142 Review of Contracts by Attorneys 143 Summary 144 CHAPTER 10 Working with Your Consultant 145 Keeping Focused on the Project 145 Consulting Partnerships 146 The Staff Trap 148 The First Day and First Steps 150 Materials for Review 151 Sharing Unwritten Information 154 Working Arrangements 155 Timelines and Meeting Review 155 Procedures Defined 157 Defining a Process for Written Materials Review 158 The Case 159 Letter of Invitation to Prospective Interviewees 160 Interview Questionnaire 161 Campaign Materials 162 Policies and Procedures 163 Meeting Materials 164 Training Materials 165 Prospecting Materials 165 Other Written Materials 166 Consultants as Creative Resources 166 Events 167 General Advice and Counsel 168 Some General Considerations 169 Keeping the Consultant Informed 171 Planning and Scheduling 172 Meetings and Conference Calls 173 Your Consultant's Other Skills 174 Dealing with Issues 176 Payment Issues 179 Some Background Points 180 Summary 182 CHAPTER 11 Wrap-up and After 183 The Consultant Always Leaves 183 Delivering the Report and Recommendations 183 What's Next? 184 When Nothing Happens 185 Ensuring Follow-through 185 End-of-Campaign Debriefings 186 Summary 189 CHAPTER 12 Conclusions 191 Some Final Thoughts 191 Who Gets the Credit? 192 The Best Fundraising Consultant 193 Additional Selected Readings 197 AFP Code of Ethical Principles and Standards 203 A Donor Bill of Rights 204 Index 205
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