Choosing the professional fundraising counsel that is right for your organization should not be a hit or miss, trial and error process. Your goals and plans are too important to leave to chance.

But how do you determine which firm will work with your organization on a philosophical and practical basis? The following guidelines offer a systematic approach to evaluating and contracting with a fundraising firm.

1. Identifying the Prospective Consultant

Once the board and staff leadership have affirmed the desire to investigate fundraising consultants or counseling firms, they can identify candidates via three main avenues:

• Ask board members or colleagues for referrals.
   
• Obtain a copy of the American Association of Fundraising Counsel (AAFRC) Membership Directory. It is very important that any candidate you evaluate be an AAFRC Member Firm. For a copy of the Member Directory, visit www.aafrc.org.

2. Preliminary Screening

Request basic information to find out generally what kinds of services the firm provides. Then request a face-to-face meeting to obtain more detailed information.

3. Request for Proposal

The proposal should clearly state the cost, fees, services, and a preliminary schedule.

4. Check References

You should check at least three references from satisfied clients and one reference from a client whose goal was not achieved, or where the firm or organization resigned from the contract. Firms should treat the request from a less-than-satisfied client as standard operating procedure.

5. Evaluate the Chemistry

When evaluating candidates, you should trust your impressions while trying to be as objective as possible. Personal preferences are part of every professional relationship. Ultimately, you should use your professional judgment. Instincts sometimes arise from wisdom. You should trust them but not allow them to overshadow the facts.

6. Specify Contract Terms

The contract should be specific and detailed, and should cover the following basic areas:

• The precise services to be provided.
• The fees to be charged. (Fees should never be based on a commission or percentage.)
• The custody of the funds (All donations should go to your organization, not the counsel.)
• Conditions for termination of the contract.
• Which personnel will be assigned to your project.
• Who has the fiscal responsibility within your organization to make payments.
• Where the services will be rendered, on site or off site.

7. Check State Regulations

Make sure both the organization and the fundraising counsel are in compliance with any and all state regulations.

Portions of this text were excerpted from the American Association of Fundraising Counsel, Inc. Membership Directory, 2001 Edition, and are reprinted with permission.