This is a guest blog.
Launching a capital campaign is a monumental task that can make or break an organization’s future.
Nonprofit professionals often feel a pull to take on this challenge themselves, thinking they can save money by using internal resources or avoiding the expense of consultants.
However, doing so can lead to stalled campaigns, missed opportunities, and stress that could have been avoided.
In this blog post, we'll explore why going it alone is risky, the types of support available, and how building the right team — both internally and externally — can make your campaign a success.
Don’t Go It Alone
Capital campaigns are complex, requiring strategy, planning, and execution at a level many organizations don’t have experience with. Without guidance, nonprofit leaders can quickly find themselves in over their heads, facing stalled campaigns or donor fatigue because they didn’t have the right plan in place from the start.
Organizations that attempt to go it alone on their campaigns often find themselves hitting a wall halfway through. Progress stalls, momentum slows, and suddenly, months of hard work have resulted in frustration. At this point, many turn to outside help, but by then, valuable time and donor and volunteer enthusiasm may have been lost.
A capital campaign is not the same as day-to-day annual fund work or a once-a-year push like Giving Tuesday. It requires a different set of skills, deeper relationship management, and a strategic approach that many nonprofits aren’t prepared for. Trying to handle this alone can put the entire organization at risk of failure, wasting precious time, energy, and donor goodwill.
The best approach?
Build a support system early on.
Types of Campaign Support
Fortunately, you don’t have to go it alone. Several levels of campaign support are available to fit your organization’s specific needs and budget. From full-service consultants to a player-coach model, the right support can ensure your campaign stays on track and reaches its goals.
Full-Service Consultants
For organizations with larger budgets or those that need comprehensive guidance, full-service consultants or agencies can be valuable partners. These professionals manage every aspect of your campaign — from feasibility studies and campaign planning to major donor cultivation and campaign execution. This approach takes the pressure off your internal team by having experts handle the day-to-day of the campaign.
However, in addition to the high price tag, there’s another significant drawback: your internal team misses out on the opportunity to build valuable experience.
Because consultants do the heavy lifting, your staff may not gain the hands-on experience of running a capital campaign themselves. This means that while your campaign may be successful, your team won’t necessarily be better prepared to handle future campaigns or large-scale fundraising efforts.
In contrast, if you aim to build your organization's internal capacity for future campaigns, this might not be the best option. The knowledge and relationships that come from executing key tasks, like donor engagement and strategic planning, can be crucial to your team's long-term success.
Player-Coach Model: Get the Best of Both Worlds
For organizations that have internal staff but still need expert guidance, the player-coach model can be the perfect fit. This approach offers a guided, do-it-yourself system, where your staff handles most of the campaign’s operations but with the support and oversight of experienced consultants. Think of it as having a coach on the sidelines to provide strategy, advice, and resources while your team plays the game.
One of the key benefits of this model is that your staff can conduct the feasibility study interviews themselves after receiving expert coaching. In a traditional campaign, these interviews — which are critical for building donor trust and support — are often handled by a third-party consultant, someone your donors may not have a strong relationship with. When your staff conducts these interviews, they can strengthen donor relationships directly, making the donors feel more connected to the organization’s mission. This not only provides more meaningful insights but also builds a stronger foundation for future engagement and giving.
Additionally, the player-coach model offers flexibility and can be more cost-effective than full-service consulting. Your team maintains control of the day-to-day operations, with access to a wealth of templates, tools, and coaching sessions to keep the campaign on track. This approach allows your organization to benefit from expert guidance while ensuring that your staff gains the hands-on experience they need to grow and succeed in the long run.
Training and Development for Staff and Board
Whether you choose a consultant or the player-coach model, training your staff and board members is essential. Capital campaigns are a team effort, and everyone needs to understand their role. Board members, in particular, should be actively involved in fundraising activities and prepared to solicit gifts. Regular training sessions can prepare your board and staff to work together effectively and with confidence.
A capital campaign can be transformative for your organization — but only if it’s done right. While it may be tempting to go it alone, the stakes are simply too high. By building a support system of experienced professionals, you can ensure that your campaign stays on track, your donors stay engaged, and your organization reaches new heights.
Whether you choose a full-service consultant, a player-coach model, or something in between, it’s important to remember that success comes from working together. With the right team by your side, your capital campaign can achieve greatness.