Part Three: Questions to Ask a Prospective Fundraising Consultant

How to Choose the Right Fundraising Consultant for Your Organization

Choosing the right fundraising consultant is one of the most important decisions your organization will make this year.

Consider this: you’re not just hiring expertise.
Instead, you’re choosing a partner who will help shape your strategy, strengthen your team, and unlock major revenue opportunities.

And the truth?
The difference between a good consultant and a great one comes down to the intangible things: chemistry, values, and trust –  not a flashy proposal.

Clarify Your Goals Before You Interview a Fundraising Consultant

Great engagements start with crystal clear expectations and scope. 

Before interviewing potential consultants, take a step back and name what you’re really trying to accomplish. This will help you focus your search and ensure you’re evaluating consultants on the right criteria – not just charisma or clever packaging.

Ask yourself:

• What problem are we trying to solve?
  Is it revenue growth? A capital campaign? Major gift strategy? Board engagement? Internal alignment?
• What does success look like – specifically?
  More major donor visits? A stronger case for support? A clear roadmap? A culture shift?
• What’s our budget range and timeframe?
  This helps you compare proposals and right-size the engagement.
• What role do we want the consultant to play?
  Strategist? Coach? Facilitator? Project manager? Capacity-builder?

Clear answers here will help you attract the right consulting partner and have much more productive exploratory conversations.

Questions That Reveal a Consultant’s Experience, Approach, and Results

When interviewing consultants, go beyond “what do you do?” If you ask deeper questions, you can understand more how they think, how they coach, and whether they know how to guide an organization like yours to real fundraising results.

Consider asking:

• What organizations similar to ours in size have you supported?
  You want alignment in size, complexity, or campaign readiness.
• Can you share examples of measurable results?
  Look for specifics: revenue increases, stronger donor pipelines, improved board performance.
• What do the first 30 days of an engagement look like?
  A thoughtful consultant will have a clear, structured onboarding plan.
• How do you help clients who struggle to implement recommendations?
  This reveals whether they coach, encourage, and stay engaged. You may not want a consultant who simply hands you a plan and walks away.
• What’s your philosophy on major gifts or campaign readiness?
  Their worldview should align with where you want to go.

These questions show you not just what they do, but how they do it and whether their approach will work for your culture.

Questions That Test the Working Relationship and Consulting Fit

Every strong consulting engagement is built on a close trusting partnership. You want a consultant who listens well, communicates clearly, and genuinely cares about your success.

Ask:

• What do you need from us to succeed?
  Their answer will tell you whether they see the work as shared.
• How do you prefer to communicate between meetings?
  You want transparency and accessibility, not long periods of silence.
• How will you adapt if our priorities shift?
  Flexibility is essential, especially in today’s fast-changing fundraising environment.
• Why are you interested in our organization specifically?
  Their response will reveal curiosity, commitment, and alignment with your mission.

These questions help you gauge chemistry, communication style, and whether the consultant sees you as a partner –  not a transaction.

Bottom Line: Choose the Fundraising Consultant Who Feels Like a True Partner

Experience matters. But “fit” matters more.

Great consultants welcome tough questions, clear expectations, and honest dialogue. They also encourage you to ask your own hard questions, because strong partnerships are built when both sides are open and curious. You should walk away from the conversation feeling energized, supported, and confident, not cautious or uncertain.

**This article is part two of our 3 part series called Demystifying Consulting. You can find part one Part One: Do You Really Need a Fundraising Consultant? here and Part Two: What to Expect When You Hire a Fundraising Consultant here.

If you’re preparing to start your search, we’d love to support you.

Our team specializes in helping organizations build clarity, confidence, and momentum at every stage of growth. Whether you’re planning a campaign, strengthening major gifts, or re-energizing your board, we’ll help you build a strategy that works in the real world.

Ready to explore your options?
Let’s talk about how the Gail Perry Group can help your organization grow its fundraising capacity and revenue – with clarity, focus, and a proven roadmap. Click here to start the conversation.