Acknowledgments xv
About the Author xvii
Introduction xix
CHAPTER 1 No, We Donât 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 Organizationâs Real Needs 57
The Next Internal Steps 59
Some Possible Alternative Arrangements 61
Summary 69
CHAPTER 4 The Request for Proposalâ"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 Consultantsâ"Where Are They? 77
Theyâre Everywhere, Theyâre 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 Consultantâs Web Site or Printed Materials 91
Using Examples of the Consultantâs 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 Proposalâs 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 Consultantâs 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
Whatâs 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
