Selecting the right fundraising consultant can make or break a church’s capital campaign. While a good consultant brings expertise, organization, and increased giving, a poor choice can lead to unexpected expenses and hard feelings.
Here’s what churches need to consider before signing a contract.
A Costly Mistake: Learning the Hard Way
A Pennsylvania pastor hired a fundraising consultant, hoping to strengthen the church’s financial future. The previous year had been tough:
- Local unemployment soared to 26%
- The church ran a $28,000 deficit after 19 years of meeting budget
- Courageous tithing from members helped reduce the shortfall to $6,000
The consultant promised success, claiming he could find “fresh money” beyond existing commitments. Instead, he:
- Encouraged double-pledging, reusing existing commitments to inflate results
- Ordered and billed unauthorized materials to the church
- Misrepresented his fees, leading to unexpected costs
The church dismissed him and hired another firm. The new consultant was transparent, professional, and effective. The church’s financial future now looks bright.
Lesson learned: A thorough vetting process is essential when hiring a fundraising consultant.
Why Hiring the Right Consultant Matters
A competent consultant can help churches:
- Raise more money than they could on their own
- Organize a structured campaign that motivates members
- Ensure accountability and timely progress
- Avoid common fundraising pitfalls
However, not all consultants deliver on their promises. While unethical fundraisers are rare, competence levels vary widely. Some use aggressive or manipulative tactics that alienate church members.
As L.H. Coleman of Cargill Associates puts it:
“The problem is not integrity. The integrity level among consultants is high. It’s the competence level that varies greatly.”
Key takeaway: Churches need to evaluate consultants carefully to ensure they’re choosing a skilled, ethical, and effective professional.
Do We Need a Fundraising Consultant?
Before hiring a consultant, churches should ask:
1️⃣ Do we need a capital-funds campaign?
- If long-term debt exceeds three times annual income, a campaign may be necessary.
- If debt service (principal + interest) exceeds 30% of annual income, it’s time to consider fundraising.
2️⃣ Can we raise the money ourselves?
- If the church needs less than its annual income and has a pastor with fundraising experience, it may manage without a consultant.
- If the goal exceeds annual income, hiring a professional is advisable.
Why a Consultant Helps
A consultant brings:
- Experience: Knowledge of what works and what doesn’t
- Accountability: Keeps the campaign structured and on schedule
- Authority: An outside expert’s presence often motivates members
- Efficiency: Allows church leaders to focus on ministry instead of logistics
Pastor Vic Pentz explains:
“Sometimes you think, ‘Hey, we could do these things ourselves.’ But you probably wouldn’t.”
What Can Consultants Deliver?
Consultants typically help churches raise:
💰 2–4 times their annual income in three-year pledges
💰 80–90% of pledged funds usually materialize
While some churches see super-success stories (e.g., raising 9x their budget), such cases are rare.
Key factors affecting results:
- The consultant’s approach
- The level of member engagement
- The church’s follow-through after the campaign
Churches should verify consultants’ track records to ensure they don’t just secure pledges—but that those pledges are actually fulfilled.
What Will a Consultant Cost?
There’s no one-size-fits-all pricing. Costs vary based on:
- 📍 Location (travel expenses can increase fees)
- 💒 Size of the church (more work = higher cost)
- 🏗️ Purpose of funds (raising money for new buildings is easier than for debt retirement)
Typical fees range from $20,000 to $30,000, though they vary widely. Some firms charge a flat percentage (e.g., 0.5%) of funds raised, but this can lead to high-pressure tactics.
Payment schedules:
- Usually 10% upfront, with the rest spread over 3–6 months
- Some allow payments to begin after funds start coming in
Key takeaway: Churches should ensure clear fee agreements before hiring a consultant.
What Will the Consultant Do?
A fundraising campaign typically lasts 3–8 months and includes:
1️⃣ Initial Consultation
- Church provides details about its finances and goals
- Consultant meets with leadership and may address the congregation
2️⃣ Evaluation Process
- Assesses giving potential, member attitudes, and key donors
- Identifies and recruits leadership team
- 3️⃣ Campaign Phases
- Home Visits: Church members (or outside fundraisers) visit homes to share the vision
- Prayer Emphasis: 24-hour vigils, prayer chains, or focused devotionals
- Informational Period: Sermons, newsletters, and Bible studies on stewardship
- All-Church Gathering: A banquet or service to rally support
- Commitment Canvassing: Members make financial pledges
- Follow-Up: Regular updates, thank-you letters, and ongoing donor engagement
Churches should verify how a consultant approaches donor conversations to avoid pressure tactics that could alienate members.
What’s Expected of the Pastor?
- Visible and verbal support is crucial for success
- Personal commitment: Some consultants suggest pastors lead by example in their giving
- Active engagement: Pastors play a key role in encouraging participation
Pastors should clarify expectations before hiring a consultant. Some consultants pressure pastors into large personal donations, while others take a more private approach.
How to Find the Right Consultant
- Look for a Christian consultant who aligns with your church’s values
- Check experience and success rates (e.g., % of pledges fulfilled)
- Ask for references—then ask those references for more references
- Compare denominational fundraisers vs. private firms
- Verify communication clarity (fees, strategies, follow-up plans)
As one pastor advises:
“Every consultant will give you their best references. To get a true picture, ask those references for other churches the consultant has worked with.”
Will the Campaign Hurt the Church?
Churches often worry that:
- Fundraising will alienate members
- It will drain the general budget
However, most pastors report that capital campaigns strengthen churches, leading to:
- Greater unity
- Increased membership
- Stronger stewardship habits
As one pastor put it:
“Stewardship and evangelism go hand in hand.”
Final Thoughts
Hiring the right fundraising consultant requires careful vetting, but the rewards can be significant. A well-run campaign raises not just money, but faith—leaving the church stronger and better equipped for the future.
Before signing a contract, churches should ensure they’ve asked the right questions and found a consultant who is competent, ethical, and aligned with their values.
