Q&A with Our Fundraising Consultants: Capital Campaigns, Feasibility Studies, and Consultant Specialties

By Peter Heller

Contributors: Derry Derringer, Gary Friedmann, Kim Gerstman, Jeffrey Lischin, Lisa Mantone, Ross Mudrick, Bruce Temkin, & Mieke Vandersall.

The Heller Fundraising Group is a small, hands-on firm operating with 5 staff and approximately 20 consulting partners. We work exclusively with nonprofit organizations as consultants focused on 5 related subject areas: Feasibility Studies, Capital Campaigns, Major Donor Programs, Development Office Assessments, and Training Nonprofit Leaders. 

One of our differentiating factors is our ability to hand select highly skilled Consultants for each of our Client engagements. Great care is taken to pair our Clients with the Consultant best suited to meet their needs. 

It's time to shine the spotlight on some of our incredible Consulting Partners. Please read on to learn Top Fundraising Tips from these expert Consultants:

What one thing would you want a potential client to know about you?

Integrity is the cornerstone of my career. – Gary Friedman

I am fun and I am direct. I work best in teams and get ridiculously excited with clients who are excited to dig into problems and see them as opportunities for healing, wholeness, and growth. – Mieke Vandersall

After all the years of working with so many different organizations, it is still a thrill to see how a major, transformative gift shines a light on the impactful work being done. It has a lasting meaning to communities served and that is wonderful. – Lisa Mantone

I have spent all of my career in development and decades working on the development staff for nonprofits -- As a generalist fundraiser, I know the ins-and-outs of what it is like to work on the ground within an organization on many levels. – Kim Gerstman

I know that we're all stretched past our capacity, so I focus on making life easier for clients. We can use any software or systems you like, I can take feedback in any form that's easiest for you, I'm lazer-focused on deadlines and I'll give you a friendly but clear reminder if we're falling behind. As a consultant, it's my job to adapt to you and your needs. – Ross Mudrick

My goal is to achieve improved social justice for society's neglected members. Through my work I can make a real difference in ways that I spent my entire life hoping for. – Jeffrey Lischin

What is your specialty?

I specialize in cutting to the heart of an organization's story--why the organization's work matters, and what makes it different from others who do similar things. Then I turn that story into grant proposals, website copy, case statements, appeal emails; any form where words are the best way to convey the story. – Ross Mudrick

Complex government grant applications in all areas of education, social services, healthcare, housing, etc. for vulnerable populations – Jeffrey Lischin

Fundraising for progressive religious organizations and congregations--in particular through annual giving and capital campaigns. – Mieke Vandersall

Using Legacy Giving to help donors reach giving levels they never thought possible. – Bruce Temkin

The anchor of my consulting practice is as an interim Director or VP of Development when an organization is going through a leadership transition in fundraising. I have contracted to work in interim roles about ten times since I started consulting in 2016. – Kim Gerstman

Individual giving has always been what I enjoy doing most.  Also, I consider strategy around capital and endowment campaigns a specialty. – Lisa Mantone

When the contract has ended, what do you hope your clients have achieved?

I hope to leave the organization in a better place than when I started…I want to make sure that they can carry on the fundraising strategies themselves once I have left. – Kim Gerstman

I hope they see there can be joy in fundraising.  While the work we do can be hard and has a long view, there are moments throughout the steps, especially securing a major gift, that remind us why we do this work.– Lisa Mantone

By the end of a contract, I hope that clients have materials that they're proud of and can use for a long time and, just as importantly, that they have a better sense of how to tell a more compelling version of their stories. Building that storytelling capacity is a big part of what makes this work fun and interesting for me and, I hope, results in lasting impact long past our work together. – Ross Mudrick

That their relationship with money has been transformed, and that we have been transformed as well… that my clients feel they are ready to tackle the next challenge. – Mieke Vandersall

What are your top tips for working with a fundraising consultant?

Take more risks while you have an experienced advisor by your side - Derry Derringer

Be truthful about the strengths and weaknesses of your organization and fundraising program – Kim Gerstman

If there's a role you need filled that's outside of the scope of the contract, ask if they have a recommendation for someone who would be a good fit. Most consultants are inveterate networkers and know plenty of other folks in the sector. – Ross Mudrick

The chemistry has to feel right from the beginning. The consultant should be able to connect viscerally with your mission and articulate the case for support with ease and fluidity. - Gary Friedmann

You bring the passion, and we’ll bring the fundraising expertise. - Bruce Temkin

Be honest with us. The only way that we can work together is if you are honest and truthful with us about your reality. We are able to keep confidentiality and talk through sticky dynamics, and often it is there where we are able to make change.  - Mieke Vandersall

Be clear about your needs and capacity. - Jeffrey Lischin 

Enjoy the relationship with the consultant – it is an opportunity to test new initiatives and especially those that may have a great impact on fundraising results.  It is a partnership! - Lisa Mantone

What are your top Fundraising Tips for a Capital Campaign?

Try to understand your organization's psychological barriers and how they play out before starting the campaign. Oftentimes organizations get caught up in negative self talk--"we're too small" or "we don't have access to billionaires"--that is not accurate and that limits their ambitions. If you can identify that self-talk, you can keep solicitors--and donors!--from buying into it. - Ross Mudrick

Make the campaign goal a game changer for the organization. - Derry Derringer

Don't be afraid to ask for volunteers and money.  Your friends want to help! - Gary Friedmann

Pay attention to the Feasibility Study. These studies are able to give so much information on dollar goals, volunteer capacity, [and] communication strategy ... If they aren't listened to, it always seems to bite you. - Mieke Vandersall

Think big – Campaigns are an opportunity to inspire donors to be part of something that is lasting and is part of their legacy. - Lisa Mantone

What are your top Fundraising Tips for Feasibility Studies

 Asking donors for their opinions during feasibility study interviews deepens their interest. - Gary Friedmann

Trust your consultant to write and design the case statement. It is an art and a critical tool for understanding the communications strategy for the solicitation phase. This case statement is also a start, not the end--it will be rewritten and designed once you get to solicitation. - Mieke Vandersall

At the end of the day, it is all about timing. Campaigns, when planned and timed properly, can maximize fundraising for the short- and long-term goals. - Lisa Mantone

Read more about all of our consultants on Our Team Page here.