Post update April 19, 2022

A Request for Proposal (RFP) can be a valuable tool in evaluating capital campaign consultants but be sure to use it at the right time.

Before you ask for proposals from capital campaign consultants, create a qualified pool of five to seven consultants to choose from by asking board members, fellow development professionals and other institutions in your community and industry. Call that list of companies and ask to speak to the president. When you connect, discuss in detail your project and how the firm can assist you. 

After you have received answers to all your questions, ask the firm to provide you with written information about its history, client list, and philosophy. Assess these materials and the responsiveness of the firm carefully. Narrow your list of firms if necessary.

Time for an RFP

Now is the time to ask for a personal presentation and a proposal. While all proposals differ somewhat, they will contain the same essential information. We have found that RFP’s that gather the information succinctly make the job of evaluating the proposals much easier. Click here for a sample capital campaign consultant RFP that will move your organization forward. 

Invite the firms you have selected – the ones your organization feels are best regardless of the price listed in their RFP – to make a full presentation. Select two days that are at least three weeks out and ask the selected consultants to come to your location on one of those days; the consultant should be willing to cover the expense. View the presentation as a learning experience and an opportunity for you and your leaders to have questions answered and your specific situation reviewed. 

The proposals you receive are an excellent evaluation tool; however, it will be the people and the work your organization is able to do with those people that will lead to campaign success. Used at the right time, the RFP will lead you to a good fit for your organization and your campaign.

For detailed information beyond the RFP, click here to read Selecting a Campaign Consultant.

Kevin Wallace is president of CampaignCounsel.org, specializing in capital campaign planning and management. Reach him by email or visit www.campaigncounsel.org.