Even the most experienced nonprofit professionals can fall prey to a few myths about what fundraising consultants actually do.
It’s easy to assume they’ll swoop in to “fix everything”—or that only large organizations can afford to hire one. In reality, a consultant’s role is far more strategic and collaborative.
Misunderstanding this relationship can lead to frustration, mismatched expectations, or missed opportunities for growth.
When you know what to expect—and what not to—you can approach your consultant partnership with confidence and clarity.
In this post, we’ll explore:
By setting realistic expectations and understanding how consultants truly work, your organization can build a stronger, more effective partnership that leads to lasting fundraising success.
✋ Important note: There are no affiliate links to fundraising consultants in this article. 4aGoodCause is a fundraising software platform that is committed to supporting small to midsize nonprofit organizations, backed by 25+ years of nonprofit industry experience. While we do share how 4aGoodCause can help your fundraising efforts (yes, that’s our platform!), this guide aims to help you make the best, most informed decisions for your mission.
Myth 1: “The consultant will raise the money for us.”
False. A consultant is not a hired fundraiser who solicits donations on your behalf. Instead, they provide the strategy and systems that help your organization raise money more effectively.
Think of them as a guide or coach: They’ll develop your roadmap, identify opportunities, and teach your team how to execute with confidence.
Your staff, leadership, and board members are the ones who must ultimately build relationships and make the asks.
Donors give to people and causes they trust (and that trust is built internally). A consultant can refine your approach, but the relationship-building must come from within your organization.
Myth 2: “We’re too small to benefit from a consultant.”
Not true! In fact, smaller nonprofits often have the most to gain from strategic guidance.
When your team wears multiple hats, it’s easy to get stuck in “maintenance mode,” reacting to short-term needs rather than building a sustainable fundraising plan.
A consultant can help small organizations build the right systems early, like developing a donor stewardship plan, setting up a CRM, or identifying the most effective fundraising channels.
This kind of groundwork prevents burnout and helps your team operate more strategically. Even a short-term engagement can yield long-term dividends by giving you clear priorities and realistic next steps.
⭐️ What if there’s an easier way to maximize donations? There is. It’s called recurring monthly giving, and it generates 2.4X more revenue on average than one-time gifts. And our Monthly Giving Toolkit simplifies the whole program.
Myth 3: “We need to go all-in on this type of fundraising strategy.”
It’s tempting to think one magic solution (like grants, events, or online campaigns) will solve all your funding challenges. But successful fundraising is about balance and diversification.
A good consultant will never push a one-size-fits-all approach.
Instead, they’ll help you assess your current donor base, internal capacity, and community relationships to build a diverse fundraising strategy that works for you.
That might mean strengthening your annual giving program while slowly growing your major gifts or digital fundraising efforts.
The best consultants take a holistic view by helping you find the right mix of fundraising activities that play to your organization’s unique strengths.
However, if your consultant is not hitting hard on how a recurring giving program (aka monthly giving) should be paired with your other strategies, that’s a flag.
Why? Here’s just some of the research behind monthly giving programs:
- 50% of recurring donors give additional gifts.
- A typical monthly donor’s lifetime value (LTV) is around $7,604 on average.
- Recurring givers have retention rates from 77% up to 90% (depending on the study).
- New donor acquisition can often cost 10 to 20 times that of donor renewals.
- 31% of online revenue came from monthly giving in 2024. (And according to M+R Benchmarks, if long-term trends continue, it’s likely that percentage will only increase.)
In fact, 4aGoodCause’s monthly giving average across our clients is $54 per month. (The 2024 M+R Benchmarks Study mentions the average recurring monthly donation for nonprofits is $24.)
💡Pro tip: Monthly giving is one of the most effective ways to avoid fundraising burnout on your team. That’s why it’s important to choose a fundraising consultant who understands the importance of monthly giving. If you’re concerned about managing recurring donations or keeping up with monthly donor accounts, 4aGoodCause makes it easy. See how it works.
Myth 4: “We don’t need to involve the board.”
This is one of the biggest (and most damaging) misconceptions.
Your board’s engagement is vital to fundraising success. Consultants can help train and empower board members to be stronger ambassadors and advocates for your mission.
Board members don’t always have to “make the ask” themselves, but they should help open doors, build relationships, and share your story. A good consultant will include the board early in the process, clarifying their roles and giving them confidence in how they can support fundraising efforts.
When the board and staff are united behind the same goals, your consultant’s work has far greater impact.
A fundraising consultant isn’t a quick fix or an external miracle worker — they’re a strategic partner who helps you strengthen your systems, skills, and sustainability.
By setting realistic expectations and embracing collaboration, your nonprofit can unlock the full value of expert guidance and build a stronger foundation for long-term success.
Mistakes to avoid when hiring fundraising consultants
Navigating the hiring process for a fundraising consultant can be complex, especially if it’s your organization’s first time working with one.
Even the most well-intentioned teams can make avoidable missteps that lead to frustration, miscommunication, or missed opportunities.
To set your partnership up for success, watch out for these common pitfalls and take proactive steps to avoid them:
- Not setting clear goals upfront
- Overlooking internal capacity
- Failing to budget for implementation
- Choosing on price alone
- Skipping reference checks
- Not involving staff early
Not setting clear goals upfront
Without a clear destination, even the most skilled consultant won’t know where to steer the ship. Ambiguity about what success looks like can lead to frustration and wasted resources on both sides.
Read hiring a fundraising consultant for an in-depth guide on how to prepare.
The more specific you are, the easier it is for consultants to tailor their proposals and deliver meaningful results.
A good consultant can help refine your goals once the project begins but they can’t define them for you.
Overlooking internal capacity
Hiring a consultant doesn’t eliminate the workload: it often shifts or even intensifies it.
Many nonprofits underestimate the time and effort required from staff to support a consultant’s work, attend meetings, provide data, and implement recommendations.
Remember: a consultant is a partner, not a replacement. Their success depends on your team’s engagement and follow-through.
Check out What does a fundraising consultant do (and what they don’t) to learn more before you jump in.
Failing to budget for implementation
The consultant’s fee is only one piece of the financial puzzle. Their recommendations may include new technology (like a donor CRM or fundraising platform that’s designed for seamless online giving), donor materials, staff training, or event expenses… all of which require funding.
If you only budget for the consultant’s time and not the execution of their strategies, you may end up with a great plan that sits on a shelf.
Build a comprehensive budget that covers the consultant’s fee and the tools, systems, or initiatives that will bring their plan to life.
💡Pro tip: When evaluating proposals, ask consultants to outline potential implementation costs upfront. That transparency helps avoid surprises and ensures the board understands the total investment.
Choosing on price alone
It’s tempting to make a decision based solely on cost, especially for nonprofits working within tight budgets.
Prioritize experience and proven track record. As with most things, you get what you pay for.
The cheapest consultant isn’t always the most cost-effective—and the most expensive isn’t automatically the best.
Instead, focus on value:
- Do they have proven experience with similar organizations or fundraising challenges?
- Do they offer a clear methodology and actionable deliverables?
- Do they seem genuinely invested in your mission?
An effective consultant is an investment, not simply an expense.
⭐️ What if there’s an easier way to maximize donations? There is. It’s called recurring monthly giving, and it generates 2.4X more revenue on average than one-time gifts. And our Monthly Giving Toolkit simplifies the whole program.
Skipping reference checks
This is one of the most common (and most costly) mistakes. Always take the time to contact a consultant’s previous clients, ideally organizations similar in size and scope to yours.
Ask questions like:
- Were the consultant’s recommendations practical and effective?
- Did they communicate clearly and deliver on time?
- Was there a measurable impact on fundraising results?
Treat this step as essential due diligence.
Not involving staff early
Your internal team will be working closely with the consultant, so their buy-in is crucial.
Too often, leadership makes the hiring decision in isolation, then introduces the consultant after the fact, which can breed resistance or confusion.
Engage key staff members early in the process.
Invite them to review proposals, sit in on interviews, or help shape the scope of work.
When employees feel heard and included, they’re more likely to embrace the consultant’s recommendations and follow through on implementation.
Raise More; Stress Less.
Hiring a fundraising consultant is a strategic decision that can dramatically transform your nonprofit’s financial health and impact.
By following these foolproof steps, you’re not just hiring an expert; you’re investing in your organization’s future, empowering your team, and setting the stage for sustainable growth.
At 4aGoodCause, we understand how vital a sense of partnership can be in fundraising for your organization. Our team combines decades of fundraising experience with technology designed to make online giving easier and more meaningful for donors and nonprofits alike.
From simplifying the donation process to building stronger donor retention strategies, we help organizations like yours maximize their fundraising potential and deepen their impact.
