What if you could sit down with 25 successful nonprofit consultants and ask them what makes their businesses tick?

In The Nonprofit Consulting Playbook: Winning Strategies from 25 Leaders in the Field, Susan Schaefer and Linda Lysakowski have compiled a first-of-its-kind insight into the everyday lives of consultants to the nonprofit sector. This collection of firsthand articles takes the reader on a journey that spans a consultant’s professional life—from the decisions that formed the business to a detailed set of options for winding it down.

The beauty of this book lies in the honesty of its 25 contributors. They write openly about the decisions that guided their business models, their early mistakes, and their lessons learned. Even those in this business for decades have commented that their copies of The Playbook are strewn with highlights and bookmarks.

It's a fun, informative read that gets into the minds of successful consultants who have consulted for at least a decade. The Playbook’s first-person storytelling has a style that will both inform and entertain. Most importantly, it has the power to transform your business—or your future business—in ways large and small. From insider retellings of client stories to state-by-state registration requirements, its contents will guide basic business decisions you have to make.

Readers will find answers to these questions and more:

• What can I do to prepare myself before I start consulting?
• How should I determine my scope of business?
• How should I set fees and get off to the right financial start?
• Which marketing strategies work best?
• How do I close a deal with potential clients?
• How can I grow or reinvent my business?
• How do I deal with angry, slow-paying, or demanding clients  
• How do I regroup when business is slow?
• What information should I include in contracts?
• What state regulations might apply to my business?

The list goes on!

The Playbook does not tell the reader what to do. Instead, it offers first-person accounts that walk the reader through thought processes, actions, and reflections about a given subject. The main takeaway: there is no one path to success.

While directed at those who serve the nonprofit sector, The Playbook offers valuable lessons for all consultants. Even
those who serve the for-profit sector will benefit from articles about naming your business, marketing, and closing the deal with prospective clients.

The Playbook is a must-have guide if you fall into any of these categories:

• A professional who is exploring a future career path in consulting.
• A staffer who is currently making the transition into full- or part-time consulting.
• A novice consultant who wants to get off on the right foot.
• A veteran consultant who wants to strengthen, reenergize, or reinvent your business.

Table of Contents

Part One: Getting Started

Chapter One: I Did It My Way

Chapter Two: So…What Exactly Do You Do?

Chapter Three: Home? Suite? Home?

Chapter Four: What’s in a Name?

Chapter Five: It Takes Money to Make Money

Chapter Six: Marketing Your Business

Chapter Seven: Closing the Deal

Part Two: Finding Your Groove

Chapter Eight: Playing the Part

Chapter Nine: …and Associates

Chapter Ten: Preparing for the Unexpected

Part Three: Sticking It Out

Chapter Eleven: Reinventing Yourself

Chapter Twelve: Where Have All the Clients Gone?

Chapter Thirteen: Giving Back

Chapter Fourteen: Winding Down

Part Four: Consultants’ Survival Kit

Chapter Fifteen: Building Blocks for Success

Chapter Sixteen: Details, Details

Appendix A

Suggested Reading List

Appendix B

Fundraising Consultant Registration by State

Bonus

Members: Log in first to automatically receive 10% discount (cannot be combined with any other offer). If you are already a Member, we add 30 days to your membership as our thank you!

Not yet a member? Purchase this book here and automatically receive a FREE 30-day full membership in CharityChannel. It's a great way to join thousands of nonprofit-sector colleagues who call CharityChannel their professional home!

About the Editors

Susan Schaefer, CFRE, is a consultant, writer, and speaker who has empowered dozens of organizations to exceed their financial goals. She helped lead the design and implementation of the billion-dollar Gates Millennium Scholars Program, one of the largest private grants in history. She is slated to teach fundraising at Johns Hopkins University.

Linda Lysakowski, ACFRE, a philanthropic consultant since 1993, is one of approximately one hundred professionals worldwide to hold the Advanced Certified Fund Raising designation. She is author of a dozen books on fundraising, including Fundraising for the GENIUS.

About the Contributing Authors

Helen B. Arnold, CFRE
Helen is president and CEO of Arnold Olson Associates, a nonprofit consultant firm, and is a principal of Clearly Compliant, which provides state registration services for nonprofit organizations. Clearly Compliant also aids consultants in negotiating their state registration processes. She is a member of CharityChannel and a contributing author to You and Your Nonprofit. Helen is an AFP Certified Master Trainer, a Certified Webinar Facilitator, and holds the Certificate of Nonprofit Management from Iowa State University. She has served on fifty-eight nonprofit boards in her forty-five year involvement in the nonprofit industry. Helen serves as a trainer, faculty, and speaker to audiences nationally on a wide array of fund development topics.

Betsy Baker, MPA
Betsy is President of YourGrantAuthority.com and CoachWithBetsy.com. She has a master’s degree in public administration from Auburn University and is an author, trainer/coach, public speaker, and grant writing consultant, having raised $10 million in grant funding. Betsy is a regular presenter for the Association of Fundraising Professionals, The Foundation Center, the Grant Professionals Association, the Georgia Center for Nonprofits, and United Way agencies and is a regular contributor to Opportunity Knocks!, CharityHowTo, and CharityChannel. She also hosts webinars, workshops, and other educational opportunities concentrating on grant writing and how to successfully market a nonprofit consulting business.

Jean Block
Jean turned her direct experience as a nonprofit staff and volunteer leader into two profitable nonprofit consulting firms. She is a nationally recognized consultant and trainer on nonprofit management, board development, fundraising, and social enterprise. She has written books on nonprofit subjects, speaks at national and regional conferences, and presents webinars on these topics. Visit her websites to learn more, take advantage of free downloads, and sign up for her e-newsletter: www.jblockinc.com and www.socialenterpriseventures.com.

Jan F. Brazzell, PhD, ACFRE
Jan leads Advancement Consulting, a firm she founded in 2001 to provide customized, professional solutions and practical advice in governance, fundraising, strategic planning, and management. Based in Tacoma, Washington, Advancement Consulting has served more than sixty organizations spanning the fields of health, education, social services, recreation, wildlife, arts, economic development, and culture. Prior to becoming a consultant, Jan led the MultiCare Health Foundation as executive director; served as vice president for development and university relations for Pacific Lutheran University; and directed corporate and foundation relations for the Franciscan Foundation for Health Care. She holds a certificate in education management from Harvard University, an MA and PhD in sociology from Indiana University, and a BA in sociology from the University of Alabama.

Ellen Bristol
For the past twenty years, Ellen has helped hundreds of nonprofit agencies achieve fundraising success. She is an expert on managing fundraising for optimum performance using a scientific approach built on the continuous improvement model. Ellen designed the Leaky Bucket Assessment for Effective Fundraising, an online survey that measures the level of maturity of nine fundamental business practices that either contribute to or detract from the effectiveness of the fundraising effort. She is also the developer of the methodology for effective fundraising, Fundraising the SMART Way™, and its software-based toolkit, the SMART Way™ Scorecard 2.0. Her most recent publications include the e-book De-Mystifying Fundraising, and What’s Wrong With Your Fundraising—And How You Can Fix It, co-authored with Linda Lysakowski, ACFRE. Ellen has also published articles for two CharityChannel Press compilations.

Pamela A. Cook, ACFRE
Pamela is the founder of Pamela Cook Development Search, www.pamelacook.com, a firm that assists Northern California nonprofits in recruiting senior development staff. Prior to establishing her firm, Pam was a fundraiser for Stanford University, California Academy of Sciences, University of Virginia, and United Way. She also managed the Clorox Foundation. Pam is a graduate of Duke University and University of Virginia and was a Fulbright Scholar at Australian National University. She holds the Advanced Certified Fundraising Executive (ACFRE) credential. She was selected as Hank Rosso Outstanding Fundraising Executive by the Association of Fundraising Professionals (AFP) and served as president of the Golden Gate Chapter of AFP.

Michelle Cramer, CFRE
Michelle is president & CEO of CRAMER & ASSOCIATES, a full-service fundraising consulting firm. Michelle is passionate about fundraising, entrepreneurism, and the power of philanthropy, often referring to her profession as “her life’s calling.” In 1987, she co-founded Hodge Cramer & Associates and over the course of twenty-two years, grew the practice into a nationally recognized consultancy. In 2009, she and her colleagues launched CRAMER & ASSOCIATES. True to the firm’s brand, Forward Thinking Forward Fundraising, Michelle and her team bring an entrepreneurial mindset when developing fundraising strategies and spearheading campaigns. Michelle serves as dean of the AFP GI International Consultants School and is on the board of directors of the Giving Institute. She is a graduate of The Ohio State University. www.cramerfundraising.com.

Bob Crandall
Bob has been active in the nonprofit community for over twenty-eight years, working in a wide variety of positions with responsibilities encompassing the creation of new fundraising and planned giving programs, developing capital campaigns, growing annual support, spearheading major special events, and more. Bob has been a Certified Fund Raising Executive for twenty years and owns his own consulting firm: Crandall, Croft Associates. In addition to serving on the board of AFP Northeast Indiana Chapter, Bob has been a member of the Christian Leadership Alliance and other professional fundraising organizations. Most recently, he served for six years on the AFP Foundation for Philanthropy board and as the foundation’s vice chair for fundraising. Bob also enjoys international fundraising—speaking in Brazil, India, Jordan, Israel, Mexico, and Puerto Rico. Bob was awarded the Barbara Marion Award for leadership and service to AFP.

Marti Fischer
Marti founded Marti Fischer Grant Services with the personal commitment to help nonprofits become vital partners that enhance the social and cultural fabric of their communities. Marti works with organizations to define their core work and purpose, develop strategic and fundraising strategies, and guide them in implementing practical applications. Marti has worked with groups of all sizes, but gravitates toward the enthusiastic optimism of start-up and small organizations. Have a question or need some advice? Please feel free to contact Marti through her website at www.mfgrants.com. Marti is grateful for the opportunity to collaborate on this book and wishes its readers success in their endeavors.

Gayle L. Gifford, ACFRE
Described as “strategic, bright, insightful, fearless, and principled,” Gayle is president of Cause and Effect, Inc. and a nationally known consultant whose lifework is to help nonprofits improve the quality of life for all people. Gayle challenges conventions to find practical solutions to the problems nonprofits face. Her expertise includes governance, strategic and business planning, organization and fund development, and public engagement design. Gayle is one of a select number of fundraisers who have earned the advanced credential ACFRE. Gayle is the author of How to Make Your Board Dramatically More Effective, Starting Today. Follow her on Twitter @gaylegifford or at www.ceffect.com and her blog The Butterfly Effect.

Mary Hiland, PhD
Mary has over thirty-five years of experience in the nonprofit sector—both as a board member and executive director. Mary’s consulting, speaking, workshops, and training focus on strengthening nonprofit leaders, and executive and board teams, as powerful forces for community impact. Mary assists with effective governance, board and leadership development, and strategic alliances. She has extensive experience with nonprofit mergers. She is an executive coach for new and experienced executives and board leaders. Mary is a researcher and published author. She has a PhD in human and organizational systems with a focus on nonprofit leadership and governance. You can learn more about her at www.hiland-assoc.com.

Margaret M. Holman
Margaret is president of Holman Consulting, a full-service fundraising consulting firm she founded in New York City in 1991. She served as senior vice president for development & communications at America’s first and largest humane society, the ASPCA. She has also held senior fundraising management positions at a variety of arts, health, and educational institutions throughout the country. She has published numerous articles on fundraising and nonprofit management, lectured widely, and served as faculty for institutes and conferences, including the Partnership for Philanthropic Planning, the European Association for Planned Giving, the Association of Fundraising Professionals, and the International Conference for Fundraising Managers in the United Kingdom.

Simone P. Joyaux, ACFRE
Simone is described as “one of the most thoughtful, inspirational, and provocative leaders in the philanthropic sector.” A consultant specializing in fund development, strategic planning, and board development, she works with all types and sizes of nonprofits, speaks at conferences worldwide, and teaches in a graduate program for philanthropy. Her books, Keep Your Donors and Strategic Fund Development, are standards in the field. Her feature articles, Nonprofit Quarterly (NPQ) web column, and blogs receive rave reviews. She founded the Women’s Fund of Rhode Island, chaired CFRE International, and regularly serves on boards. Simone gives at least 10 percent of her income annually and has bequeathed her entire estate to charity. www.simonejoyaux.com.

Linda Lysakowski, ACFRE (See above, under About the Editors.)

Alexander “Sandy” Macnab, FAHP, CFRE
Sandy is president of Alexander Macnab & Co. (AlexanderMacnab.com), which he founded in 1994. The creator of nationally-respected annual and planned giving programs, he provides on-going annual and campaign counsel, development audits, board self-assessments, feasibility studies, and planned and major gift support. His workshops, seminars, webinars, and audio conferences have helped hundreds of professional fundraisers and nonprofit board members increase financial and volunteer support. A Master Trainer, he was invited to join the inaugural AFP Faculty Training Academy class, represents the Association of Philanthropic Counsel to the CFRE International Advisory Council, and is an adjunct professor in the graduate school of Business and Nonprofit Management teaching Planned Giving for Nonprofit Organizations at Chicago’s North Park University.

Stephen C. Nill, JD
Stephen is the founder and CEO of CharityChannel, established in 1992 as a community of nonprofit sector professionals who work together to advance philanthropy. He founded CharityChannel Press (www.CharityChannel.com), the publishing arm of CharityChannel and the publisher of the In the Trenches™ series of books, of which this book is a part. He also founded For the GENIUS® Press (www.ForTheGENIUS.com), publisher of books on just about any subject people want to learn. He is a practicing attorney in his fourth decade advising nonprofit organizations and educational institutions. He has also served as chief development officer of a large west coast university, as CEO of a large healthcare foundation, as senior vice president of a west coast nonprofit hospital chain, and as the co-founder and development director of a thriving parochial school. He also composes symphonic music that has been performed internationally.

Meri K. Pohutsky, MA
Meri is currently the national program manager for resource development at Goodwill Industries International. She is the lead grant writer, resulting in $80 million in awards to date. She also provides consultation and training in all resource development strategies for the 158 affiliated US Goodwill agencies. Meri operated her own consulting firm, Meri and Associates, for sixteen years. She honed her skills as a leader in several nonprofit organizations, including service as a CEO. In each position, she was able to expand services and increase revenues significantly. She has also served as a grant reviewer and chairperson for federal, state, and United Way grant reviews. Meri has a long history of volunteer service on boards and in local service groups.

Sandy Rees, CFRE
Sandy is founder of GetFullyFunded (www.getfullyfunded.com), where she helps nonprofit leaders raise the money of their dreams and build successful boards. She started her career in nonprofit work in 1998 at Knox Area Rescue Ministries and spent five years at Second Harvest Food Bank. During her time at Second Harvest, the organization nearly tripled its budget, based largely on her efforts in fundraising. Sandy is the author of Get Fully Funded: How to Raise the Money of Your Dreams, Fundraising Buffet, and Simple Success Fundraising Plan. She co-authors the column “Little Shop” for Fundraising Success magazine and authors the blog Get Fully Funded. Sandy is an accomplished presenter and an AFP Master Trainer. She has led fundraising seminars for the Association of Fundraising Professionals, the Chattanooga Center for Nonprofits, and many local and regional conferences.

Eugene A. Scanlan, PhD
Gene recently retired after forty-two years in the nonprofit sector. He served as a consultant for over twenty-five years, including as senior staff of a major national firm and as president of eScanlan Company. Additionally, he served as foundation officer for a major think tank, development director for an environmental organization, and senior staff of a grant-making foundation as well as in other positions. He has taught graduate-level online and in-person courses, authored two books, book chapters, and several articles, and served in various volunteer positions with his professional association at the chapter and international level. He has been a frequent speaker at conferences, workshops, and programs and lives in British Columbia.

Susan Schaefer, CFRE (See above, under About the Editors.)

Martha H. Schumacher, ACFRE
Martha is president of Hazen Inc. Hazen specializes in campaign and major gift strategy, solicitation and training; development planning; and board, staff, and organizational development (hazeninc@earthlink.net). Martha’s current and recent clients include the American Red Cross, National Aquariums in Washington DC and Baltimore, Best Buddies International, and Safe Kids Worldwide. Before launching Hazen, she led the Defenders of Wildlife fundraising team as vice president for development. Martha serves on the Association of Fundraising Professionals (AFP) International Board of Directors and was recently named the AFP DC Chapter Outstanding Professional Fundraiser of the Year.

M. Kent Stroman, CFRE
Regarded as America’s ASKING Coach, Kent is a talented speaker, insightful advisor, effective communicator, and published author. Kent’s purpose in life is to equip, inspire, and encourage. He accomplishes this through speaking, writing, teaching, consulting, and executive coaching. After a twenty-five year career in higher education, Kent launched Stroman & Associates, consulting in fundraising, board governance, strategic planning, and leadership development. He holds numerous credentials, including Certified Fund Raising Executive. Kent is a popular speaker and presenter to regional, national, and international audiences. Learn more at www.StromanConsulting.com.

Justin Tolan, CFRE
Justin, a fundraising veteran since 1995, serves as chief fundraising adviser at ME&V Fundraising Advisers (www.MEandV.com) in Cedar Falls, Iowa. His guiding fundraising philosophy is to treat donors as you would like to be treated. Justin has counseled successful campaigns for hospitals, community centers, endowment building, and state associations. Justin raised major gifts for a youth organization prior to joining ME&V in 2001. He is a long-time mentor with Big Brothers/Big Sisters and serves as treasurer of the Bremer County Community Foundation. He is a past president of the Eastern Iowa Chapter of the Association of Fundraising Professionals and graduated from the University of Iowa.

Sandra Migani Wall, PhD
Sandra is the founder of TELESIS, a resource development consulting firm in Maumee, Ohio, providing an array of services and creative solutions tailored to meet each individual client’s needs. Sandra has developed people, boards, programs, and resources over thirteen years in health education, fourteen years as a member of local and national boards, and eighteen years of part-time consulting. She has helped raise over $20 million from grants, sponsorships, and individuals for nonprofits of all sizes, in all life cycles, with local, regional or national geographical boundaries, and in varied sectors—education, human services, justice, arts, health, wildlife, zoological, botanical.

Deborah Ward, MA, CFRE
Deborah is a nationally recognized proposal writing consultant whose services include project development, prospect research, RFP analysis, writing and editing of proposals, and evaluation of grants programs. Deb is also the grant writer for Gundersen Lutheran Medical Foundation in La Crosse, Wisconsin. She is a monthly columnist for eSchool News and the author of Writing Grant Proposals that Win, 4th Edition and Effective Grants Management, published by Jones and Bartlett Learning. In addition to grantsmanship, Deb has experience with individual donor and corporate solicitations, direct mail appeals, special events, and annual funds. She has her graduate degree in philanthropy and development from Saint Mary’s University of Minnesota.