5 Common Myths About Hiring a National Fundraising Consulting Firm—And What Nonprofits Should Know
By Sandra Davis, CEO & Founder of Donorly
Hiring a national fundraising consulting firm can feel like a leap—especially if your organization is deeply rooted in a specific region, community, or culture. The doubts are understandable: Will they get us? Will this actually work here? What if we invest and it falls flat?
These hesitations often come from experience—yours or someone else's—and they deserve to be acknowledged.
But many of the concerns nonprofit leaders voice are built on myths that don’t hold up when you work with the right kind of partner.
In fact, some of the very reasons organizations avoid national firms are the same reasons they end up needing them most: to gain outside perspective, structured guidance, and deep strategic support without losing what makes them unique.
Here are five of the most common myths, and what actually matters when choosing a partner for your next big fundraising effort.
Myth 1: “They won’t understand our community.”
(Also heard as: They’re not part of our network—how could they possibly know what will work here?)
The concern: A national firm can’t grasp the nuances of your people, your local culture, or your donor landscape because they’re not from here and don’t have relationships here.
Why this feels true: Community fundraising is deeply personal. It’s often built on decades of relationships, shared history, and a nuanced understanding of what drives giving locally. The idea of “outsiders” coming in—especially without preexisting ties—can feel like a mismatch from the start.
What actually matters: Effective consultants don’t rely on assumptions or generic frameworks. We rely on a discovery process that includes listening to your staff, board, donors, and partners. We ask specific questions about your history, politics, and power dynamics. We don’t need to already be part of your network—we need to respect it, map it, and help you strengthen it.
We’ve seen this in practice: community-based nonprofits in small towns, mid-sized cities, and tight-knit cultural enclaves all benefit when we take the time to build trust and operate with cultural humility. It’s about being curious, respectful, and responsive to what makes your context distinct.
Myth 2: “They’ll overlook our history.”
The concern: Without roots in your area, they won’t know what’s been tried before—or what still lingers under the surface.
Why this feels true: Many organizations have experienced “déjà vu strategies”—consultants recycling tactics without understanding the scars of past failed campaigns, burned relationships, or long-standing internal challenges.
What actually matters: Effective consultants will take a forensic approach to your past efforts. We’ll dig into old campaign plans, read board meeting notes, and interview past leaders. We’ll look for the lessons beneath the surface—what made a campaign stall, why major donors pulled back, how internal dynamics have shifted over time.
This level of diligence builds institutional memory into your strategy, which helps avoid repeating past mistakes or triggering old frustrations. A strong partner doesn’t move forward without doing that work. We know that progress is only possible when it’s grounded in the full picture—including what came before.
Myth 3: “They don’t know anyone here—and we need relationships.”
(Also heard as: We’ve never heard of them working nearby. How can they help us build support?)
The concern: If they don’t have existing connections in your city or region, they won’t be able to open doors with donors, foundations, or civic leaders.
Why this feels true: So much of fundraising success is about who you know—and many board members expect consultants to bring influential contacts with them.
What actually matters: You’re the one with the most valuable relationships. A national firm isn’t there to replace your network or name-drop their way into your donor base. Their job is to help you activate and deepen the relationships you already have—and sometimes surface ones you didn’t realize were assets.
For example, in a recent engagement we helped board members reframe how they talked about their mission—and equipped them to re-approach and reengage with longtime donors who had drifted away. No new connections were needed—just sharper messaging, better timing, and a clearer case for support.
Our proximity wasn’t needed, but their proximity was. We helped them find a fresh approach. That paired with authentic relationships made everything fall into place.
Myth 4: “We’ll never see them in person.”
The concern: A national partner will be all Zoom, no presence—detached from real-time context and unavailable during critical moments.
Why this feels true: Some firms still operate on a deliverables-only model—dropping off a plan and moving on. That experience sticks with organizations and leads to justifiable wariness.
What actually matters: The most effective partnerships blend in-person connection with remote consistency. We make sure we’re on-sight for key milestones—like campaign launches, feasibility interviews, or board strategy sessions—while using virtual tools for regular check-ins, planning, and coaching.
That hybrid approach doesn’t mean less investment—it often means more flexibility, more continuity, and quicker problem-solving. With the right cadence and commitment, geographic distance becomes a non-issue.
Myth 5: “They’ll bring big-city solutions that don’t fit our reality.”
(Also heard as: They won’t care as much—and they won’t stick around.)
The concern: National firms are too focused on major institutions in big markets—and don’t know how to work with smaller teams, modest budgets, or grassroots missions.
Why this feels true: Many consulting firms showcase flagship clients from major metros, and their approach can sound like it’s built for multimillion-dollar institutions with extensive infrastructure.
What actually matters: National experience can be a huge asset—if it’s applied with care. We’ll tailor your strategy to your staffing capacity, donor landscape, and culture of philanthropy. That might mean adjusting timelines, simplifying gift pyramids, or building internal systems one layer at a time.
And when it comes to commitment, sticking around has nothing to do with geography, and everything to do with relationships. We build staying power through regular communication, capacity-building, and mutual accountability.
In fact, serving a broad range of clients allows us to bring a wealth of relevant models that do work for organizations like yours—because they’ve worked with others just like you.
The Bottom Line
The hesitation to work with a national firm often comes from an important impulse: a desire to protect your community, your identity, and your mission. But the most effective partnerships don’t threaten those things—they reinforce them.
If you’re preparing for a campaign, navigating a growth phase, or feeling stuck on how to engage your supporters more deeply, don’t let assumptions hold you back. The right partner will take the time to understand your world and walk alongside you—strategically, consistently, and with deep respect for what you’ve built.
Ready to talk about what that might look like for your team? Let’s connect.
