This past summer, I celebrated (gulp) TWENTY YEARS of my consulting practice! To say life looks completely different than when I started this adventure 20 years ago would be the understatement of the century. And, to say this summer was “a lot” would also be an understatement. Hence, my taking a pause a couple of months later — rather than back when this anniversary actually happened — to reflect on this milestone. Which actually embodies one of the biggest lessons I’ve integrated into my work life — prioritize, and pivot as needed. Now that I’ve got some time and space to catch my breath, I can share a few observations and secrets of my success:
A few lessons and reflections
Small can be a superpower. Don’t cave to the pressure to “go big.” I couldn’t begin to count the number of times people have told me that I should hire more people, branch out to more kinds of work, do more [fill-in-the-blank]. Instead, I’ve stayed small and agile (much like many of the smaller nonprofits I love working with!). While staying small has plenty of disadvantages, I’m glad I’ve made this choice.
I do not have full- or part-time employees. What I do have is a treasured, trusted cohort of other consultants with whom I often share work. Sometimes they bring me in on projects, and sometimes I bring them in on my projects. I can use this strategy to provide laser-focused expertise when needed. I also don’t have the intense, soul-crushing pressure of wondering how I’m going to make payroll, or the constant pressure of realizing that I am responsible for someone else’s livelihood.
As a solo parent to an awesome kid who needs a lot of time and attention, and as recent developments in my family have planted me firmly within the sandwich generation, the flexibility of running a small shop has been a especially-meaningful blessing.
There are tradeoffs to staying small. For me those tradeoffs are totally worth it.
Evolve, but stay specialized. Dozens of people have come to me for advice on starting their own fundraising consulting practices. Many of them are generalists — they do lots of things, and they do them well. However, it is hard to stand out in a very competitive consulting marketplace as a generalist. I always say that I’m very lucky, because I love doing something (grant writing and foundation relations) that everyone needs and nobody likes.
I started my consulting practice with a focus on grant writing, prospect research, and helping nonprofits develop relationships with foundations. My consultative offerings have evolved tremendously since then. I do annual campaigns, capital campaigns, board and staff training, development and strategic planning, all sorts of writing projects, and much more. I have developed an expertise in working with small to mid-sized nonprofits. I’m incredibly proud of my book, Be Well, Do Good: Self-Care and Renewal for Nonprofit Professionals and Other Do-Gooders. Branching out has helped me attract new clients, bring in more income, learn about lots of new programs and ideas, carry out speaking and training around the country (I ADORE training!)… but I’ve always maintained my “bread and butter” expertise in grant writing and foundation relations. I don’t think I would have made it through the first five years of consulting without this specialization.
Cultivate relationships. As I described above, I have a great cohort of fellow consultants with whom I partner on projects. I also lean on these relationships for advice, ideas, and occasionally to blow off some steam! I have a great accountant who has helped me for 20+ years. I have clients with whom I have consistently worked for nearly as long, and other clients with whom I’ve worked with on and off over many years, as the need has arisen. While sometimes I’m not as good about this when things get busy or I get distracted, I do try to be intentional about maintaining relationships with consultants, clients, and others who have helped me along the way. Not only has this brought in business, but it’s kept me happy and engaged over all of these years. These relationships bring me joy and are the FUN part of doing this work!
Stay curious. One of my favorite things about consulting is how much I’ve LEARNED over the years about my clients’ work! Did I ever think I’d know so much about factory farming? Children’s dental health? Green energy? Evidence-based meditation? ESL instruction? The list goes on and on. Learning about the incredible work that my clients do has kept me motivated and inspired. There’s also been a tremendous learning curve around my own business. I’ve developed creative business plans (and been featured in a book on the topic!), I’ve learned about web analytics to see how I can share more with wider audiences, and I’m attempting to learn more about how AI can support my business. I’ve got PLENTY more to learn. Where do you all think I should start?
A few wishes
It can be scary to put your wishes out into the universe, to state them publicly and without apology. But I’ve also learned over the years that fortune favors the bold, so here we go!
I’d like to earn more money.
I’d like more people to read my blog and sign up for my newsletter. There’s great content in that newsletter! Come on, people… read, click, and share!
I’d like to expand the part of my business that is focused on wellness and self-care for nonprofit professionals, including more speaking gigs (yes, please!), delivering more trainings on this topic, and maybe another book.
I’d like to lead more trainings and seminars on all sorts of fundraising and nonprofit management topics. I really enjoy crafting a responsive curriculum, leading fun and interactive exercises, and leading people through a process where they come up with impactful solutions.
I’d like to be published in national magazines, newsletters, and other periodicals. I’ve never really figured out how to make that happen. Maybe that’s my next “stay curious” topic! Please feel free to share your advice.
Gratitude
Thank YOU for being part of this ongoing adventure. For sharing your referrals with me. For lifting me up when I feel discouraged. For the privilege of helping amazing nonprofits do transformative work. At the end of the day (or, at the end of 20 years!) that is what has mattered to me the most. It is such an immense privilege to even play a small role in the life changing, community transforming work that nonprofits across the country and around the globe are doing. Thank you!
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