It’s a tough job to hire a consultant, but have you ever considered how hard it is for consultants to find the right clients? Have you ever stopped to consider if you would make a good client? Maybe it’s a question worth pondering before you spend your hard-fundraised money!
Obviously a consultant is searching for clients who have budget dollars and a need that fits her skillset, and clients are searching for consultants who have great skills and fees within reach. But assuming those two conditions are met, following are five questions I ask when evaluating a potential client and the reverse questions you might ask as you evaluate a consultant.
(1) Is the client prospect likely to be successful with my help?
I frequently work with major gift programs. The client needs to have fundraisers capable of cultivating and soliciting donors successfully. And those fundraisers need to operate under leadership that provides the setting and the tools for creating a compelling case for support. All the research in the world can’t overcome those two critical elements.
Reverse: Is the consultant trying to sell me more than I can handle or less than I need? When the project is completed, will I be raising more money than before?
(2) Does the client prospect have a plan, or are they constantly in crisis mode?
Prospect research provides information, insight and process. When someone is unable to decide on a course of action, changes direction frequently, or has “urgent” requests that are then cancelled, it is often because there is no real overall fundraising plan or strategy for achieving goals. I’m happy to make a sprint when needed, but only when it moves everyone forward, not in a circle.
Reverse: Does the consultant clearly paint a beginning, middle and end to the project? Does she identify meaningful milestones along the journey?
(3) How easy is it to communicate with the client prospect?
Every organization is different and I lost my mind-reading talent years ago. If someone is unwilling to take the time have a conversation, I know that there is a good chance I will not meet (unknown) expectations and I probably won’t be able to develop the kind of deeper relationship I enjoy with my best clients. We don’t have to be dearest friends, but I want the opportunity to make my clients very successful. That requires a return phone call.
Reverse: Does the consultant do a good job of rephrasing my needs accurately and explaining the process without being too detailed? Does the consultant return my phone calls and emails promptly?
(4) Is the client prospect ready and willing to commit to the project?
Most of my projects require the client to put time, effort and resources into it. From something as simple as setting up a remote login to the database, to planning, evaluating and testing new systems and procedures – all require the client’s time and energy.
Reverse: Has the consultant explained what will be required of me to make the project successful? How will my efforts affect the timing and outcomes of the project?
(5) Does the client prospect trust me enough to tell me what’s really wrong?
I have been approached by potential clients who want to talk about prospect research, but when we have the conversation, will only describe a perfectly working scenario or will focus on a small problem and refuse to discuss the problem that is impacting dollars raised. Being able to have candid conversations is critical to success. Sometimes trust takes time, and sometimes it never happens.
Reverse: How well does the consultant discuss a solution with me even when it makes me uncomfortable or requires a difficult transition?
When you step back and look at the whole picture, the consultant-client dance is not all that different from most relationships. There needs to be some chemistry – you have to like each other. And you want to agree on fundamental values and philosophies and avoid unproductive drama. Make a list of your basic criteria (such as, must return phone calls promptly) and then have some conversations.
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3 Consultant Relationship Types That Succeed. Which One for You?
The Shocking Truth about Prospect Research Consultants!
About the Author
Jen Filla is president of Aspire Research Group LLC where she works with organizations worried about finding their next big donor, concerned about what size gift to ask for, or frustrated that they aren’t meeting their major gift goals.
