The Consultant Question: Is Outside Help the Right Answer?
At some point, every nonprofit leader hits a wall.
Maybe revenue has plateaued, or perhaps a major staff transition has left a hole in the development department. When this happens, the first instinct is often to lean on the existing team. We ask our staff to work a little harder, attend a few more events, or wear one more hat.
But eventually, the question comes up: Do we need a consultant for this?
It’s a difficult question because no one wants to spend mission dollars on "advice" if the solution could have been found in-house. Deciding whether to hire a consultant or invest in your current team allows you to think about diagnosing what is actually standing in your way—and identifying how you might move forward. The answers might be found in an unexpected solution!
Is it a Skill Gap or a Bandwidth Issue?
The most common reason for a fundraising plateau is simply a lack of hours in the day. This is a bandwidth problem. If your team knows exactly what to do but lacks the time to do it, a consultant might not be the answer. You might just need another pair of hands.
However, if your team has the time but isn't sure which direction to move in, you have a skill gap.
Training and professional development are great for closing skill gaps. But if the challenge is complex—like launching a first-ever capital campaign or restructuring a board—you might need more than a webinar or a quick online search. You might need someone who has navigated that specific terrain many times before.
The Value of an Outside Perspective
Sometimes, the challenge isn't skills or time. It’s the fact that you are too close to the work.
Internal teams are deeply immersed in the organization's culture. While that’s a strength, it can also create blind spots. A consultant brings an objective perspective that is impossible to have from the inside. They can ask the uncomfortable questions and see the inefficiencies that have become "just the way we do things."
An outside perspective is particularly helpful when:
The Board is stuck: Sometimes a message is better received when it comes from an external expert.
Strategies have gone stale: You’ve been doing the same events and appeals for years and results are diminishing.
Major transitions are happening: An interim leader or consultant can provide stability during the "messy middle" of a search.
Identifying the "Root Cause"
Before looking at resumes or proposals, take a moment to look at the pain points your organization is feeling.
If staff morale is low because they feel unsupported, a consultant who comes in and adds more work to their plate might make things worse. In that case, the solution might be internal coaching or a simplified strategy.
But if your pain is coming from a lack of clear direction or a strategy that no longer fits the current donor landscape, a consultant can act as a catalyst. They provide a roadmap that allows your team to stop guessing and start executing with confidence, and within a short period of time.
When to Hold Off
A consultant is a partner, not a "fix-it" button. If your organization isn't ready to grant access to data or reports, engage in honest conversations, or implement new ideas, the engagement likely won't provide the return you’re looking for.
Hiring a consultant is an investment of both money and time. If the internal leadership isn't ready to be involved in the process, it’s usually better to wait until the organization is in a place to fully collaborate.
Moving Forward with Clarity
There is no one-size-fits-all answer to the consultant question. Some of the most successful nonprofits rely heavily on external experts, while others thrive by building a deep, highly-trained internal bench.
The goal is to be honest about what your organization needs right now. Is it more hands? New skills? Both? Or a fresh set of eyes to help you see the path forward?
When you understand the true nature of your challenge, the answer to the "consultant question" usually becomes clear.
Want to find out where your team stands?
Whether you decide to hire a consultant or keep things in-house, the first step is always the same: talking to your team and supporters.
NPO Lifeline has a variety of resources—from fundraising strategy consulting, development coaching, to fractional leadership support—designed to help you an your team succeed, and reveal what your organization needs most. Your initial discovery conversation with NPO Lifeline is free!