So You Want to Be a Consultant?

Mike Bacon, CFREBacon Lee & Associates

Why?

Broad & Deep Experience In Fundraising

Impact Beyond One Organization

Flexibility In Your Life

Transition Between Jobs

Treat It Like A Business!

Good Traits For Consultants

Outgoing, Organized

Self-Starter

Willing To Market Yourself

Known In Your Community

Ability To Listen

Strong Writing Skills

Public Speaking Prowess

How To Get StartedIncorporate As A Small Business

(dba)

Partner with Someone

Affiliate With An Established Company

Subcontract Work To Others

The Basic EquipmentHome Office Versus Professional Space

Laptop Computer With Internet Access

Phone Line (Land or Cell)

Fax Line/Fax Machine

What Can You Offer?

Grant Writing

Annual Fund

Capital Campaigns & Major Gifts

Planned Giving

Strategic Planning

Board/Staff Training

General Versus Specialization

A Philosophical Decision…

Strategy

Versus

Implementation

Marketing Today

Prevents Famine

Tomorrow

Marketing Moves

Join Professional Organizations

Present At Conferences & Meetings

Network Constantly

Word of Mouth / References

Establish Group of Advisors

Social Media: Linked-In

Web Site

Serve On Boards (Watch for Conflict of Interest)

How Much Do You Charge?

Reasonable Costs: Culmination of Years of Your Experience

No Freebies…this is your jobOrganizations Rarely Value Free…

Options For How To ChargeHourlyProject BasisRetainer

Working SmarterWritten Proposal Not Verbal

Simple Contract

Work Plan: Agreed Upon ExpectationsTasksTimelineYour RoleClient’s Role

The Forgotten Client: YouQuarterly Taxes

Insurance – Liability

Book Keeping- A Good Accountant

Your AccountsOperatingSavingsTax AccountSelf-Employment Pension Plan

If You Want to Get Paid…Signed Contracts

Good Legal Advice

Payments based upon milestones or timeframe

Invoicing On A Monthly Basis

Expect Slow Payments…

You May Need To Chase

Never Forget Who Hired YouWho Are You Accountable To?

Executive Director? Board / Board Chair?

Are You Willing To Change Your Advice To Protect Someone?

What Do You Do If The Client Does Not Take Your Advice?

What Do You Do if Client Uses Your Advice “Falsely”?

Juggling It All…

All About The Pipeline

Hustle, Hustle, Hustle

Professional Development Still Matters

Ethics Are Even More Important Now

Resources For You

Association of Fundraising Professionals www.afpnet.net

Association of Philanthropic Counsel www.apcinc.org

Institute of Management Consultants www.imcusa.com for daily tips

Million Dollar Consulting: The Professional's Guide to Growing a Practice by Alan Weiss (2002)