Why a Local Capital Campaign Consultant is NOT a Magic Wand

If you’re thinking about a capital campaign, it’s likely that you’re considering hiring a campaign consultant. And it’s possible that someone on your leadership team or a board member believes a consultant from your community would offer an insider edge.
But this isn’t necessarily the case…
3 Myths About Local Capital Campaign Consultants
In this post, we’ll bust three common myths about local capital campaign consultants to help you select 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 donors to their organization, in reality, your donors are already within your orbit.
Whether they’re long-time supporters, volunteers, 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 guide you in identifying and engaging with the people you already know (and others in your community who will emerge because of the campaign), helping you maximize the potential of your existing relationships.
Lesson 1: Campaign donors come from your community, not from your 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 best donors (including board members) to their future clients.
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. When interviewing consultants, ask these two critical questions:
- How many successful campaigns have you led from start to finish as a dedicated campaign consultant?
- How many feasibility studies have you conducted?
If you simply ask how many campaigns they’ve worked on, they might say four or five — but they might be hiding the fact that they were only at organizations for small portions of those campaigns. Ask your questions carefully.
Lesson 2: Deep campaign experience matters more than location.
A seasoned campaign consultant brings tried-and-true strategies, cutting-edge materials, and a broader 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.
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 guide, coach, and support your team.
Lesson 3: You are the expert on your own community.
At Capital Campaign Pro, we believe you and your team bring a unique and indispensable knowledge of your community to the table. You understand your donors’ motivations, connections, and preferences better than anyone. A consultant’s job is to harness that understanding and integrate it 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 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 importance of their skills, experience, and strategic approach.
Remote Consulting is an Excellent Alternative
Capital Campaign Pro has been successfully supporting nonprofit leaders through capital campaigns — remotely — for many years. This model was developed prior to Covid because it is effective and efficient. We leverage technology to bring the best consulting expertise in and outside of the country, regardless of geography — and it works!
But you don’t need to take my word for it — see what our clients have to say.
Free Capital Campaign Resources
Check out the many free campaign resources we offer to help you get a handle on your capital campaign.
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