Blueprint for Becoming a Consultant to Nonprofits

Explore your passions. 

Your first step toward a consulting career in nonprofits is to research fields where you have a passion, says Andrea Nierenberg, principal of the Nierenberg Consulting Group, who joined the board of directors of the Boy Scouts of America after working as a consultant for the organization.

She suggests setting up Google alerts for the organizations you're targeting, and attending events and networking, with an eye toward writing a convincing pitch letter. “I’ve noticed these things about your organization,” it might read. “Would you be open to talking about ways to tackle that problem?”

Test the waters. 

Cagney suggests volunteering your time with a nonprofit, or taking on a small consulting gig to discover whether you have the skills and personality to be a successful consultant.

Barry Brooks, 69, sold his marketing business, Cookies From Home, two and a half years ago. After 30 years running his company, he figured his skills would make him a natural fit to help nonprofits. He did marketing for two nonprofits in the Phoenix area but found his entrepreneurial personality wasn't a good match for the nonprofit culture, which is less hierarchical and results-oriented than the corporate world, so he discovered another way to serve and earn money; teaching Zumba fitness classes to seniors. “I do 19 or 20 classes a week,” he says. “It's incredibly rewarding."

Wonder whether a nonprofit, and being an influencer rather than a boss, is right for you? Cagney suggests reading these books — Managing the Professional Service Firm by David H. Maister, and The Trusted Advisor, by David H. Maister, Charles Green and Robert M. Galford — and checking out a webinar on transitioning from industry to consulting.

Look into working with a large consulting firm. 

CCS, one of the biggest nonprofit consulting firms in the U.S., employs more than 200 people in major cities; all of its consultants, who specialize in fundraising and strategic consulting, work full-time. People with background in fundraising are particularly in demand says Kelly Albanese, assistant vice president of marketing communications at CCS. Volunteer fundraising experience counts, too. “We look for people who have a strong communications background,” she says.

It may be easier to break into a consulting firm that is set up as a network of independent consultants, like Nierenberg's and Cagney's companies. Through networking, you may find a group like this in your area that you can join.

Figure out how much you can make. 

You’ll need to develop a day rate, says Nierenberg, who advises following the traditional rule of thumb: don't be first to name a number. “When I'm asked if I have a rate for nonprofits, I'll say that I do, but suggest we discuss it. Then I ask if the institution has a budget for this kind of project.”

The Association of Fundraising Professionals Compensation Benefits Study pegged average consultant salaries in 2011 at $106,121 for principals and $80,209 for staff consultants. This gives you a sense of what a successful freelancer can make. It's only a third to half of what a for-profit consultant would earn, Cagney says, but the value of working for a cause you believe in can go a long way to making up the difference.