Small Nonprofits Deserve Better Than Outdated Assumptions on Fractional Fundraisers

My 10-year-old son is a picky eater. He'll see something new on his plate and immediately declare, "I don't like that." Has he tried it before? Nope. I tell him the same thing every time: "Try it first."

The recent article about fractional fundraising by Paul D'Alessandro reminded me of my son. After spending nearly a decade building, testing and refining the fractional fundraising model — and watching more than 65 fundraisers collectively support hundreds of small nonprofits — I'm confident the author has never worked with a fractional fundraiser.

Because if he had, he’d know that almost everything in his critique is based on fundamental misunderstandings of what fractional fundraising actually is.

Let me set the record straight.

What ‘Fractional’ Actually Means

Many people think "fractional" is just a fancy word for "part-time." It's not.

This isn't a cost-cutting measure for struggling nonprofits trying to replace their existing development staff on the cheap.

Fractional fundraising is a solution for small, growing organizations making, for them, a significant investment in fundraising support. These organizations can't afford — and don't need — a $90,000-plus senior fundraiser. But hiring a $45,000 junior fundraiser (without supervision and support) fails repeatedly. 

The fractional model gives these organizations access to senior-level expertise at a price point that makes sense for their size and stage of growth.

Fractional fundraisers don't just show up for 10 to 20 hours a week to check items off a to-do list. They conduct fundraising audits, create strategic fundraising plans and then implement those plans.

The Relationship Myth

Fundraising staff turnover is at crisis levels, with many fundraisers leaving within 12 to 18 months. Meanwhile, many fractional fundraisers have been with their clients for two to three years. Fractional provides longevity and stability.

I've personally raised major gifts and built incredible relationships with donors as a fractional fundraiser. Some donors have even introduced me to other organizations specifically because those organizations needed fundraising help too. A good fundraiser can build relationships regardless of how they're engaged by an organization.

Fractional Fundraising Misconceptions

D’Alessandro cited three “immutable truths of fundraising” that fractional fundraisers can’t provide. Here is my take on each of these misconceptions.

‘You Need Qualified Prospects’

Suggesting that 20% of an organization's database should be major gift prospects shows a misunderstanding of the organizations that fractional fundraisers serve. Small nonprofits aren't managing sizable major gift portfolios — they're trying to build sustainable annual giving programs, write grants and create systems that work.

‘You Can't Cut Corners on Expertise’

This is exactly why fractional fundraising works so well. Small organizations can't afford to hire someone with 15-plus years of experience full-time. But they can access that expertise through a fractional model.

D’Alessandro compared this to St. Jude Children's Research Hospital, which has a $2 billion budget. I’m talking about organizations with $500,000 budgets. The comparison is absurd.

‘Fundraising Is Not a Transaction’

We're not talking about transactional, project-based work. These are at least 12-month embedded partnerships. Kyle Monczak, executive director of Business in the Streets said his fractional fundraiser feels like part of the team and has helped the organization nearly double in size. Sahar Vermezyari, project director of East Scarborough Storefront, said she wouldn't have lasted in her role leading the organization without her fractional fundraiser taking the fundraising stress off of her plate.

The Real Problem

Critics ignore the real problem fractional fundraising was designed to solve — the implementation gap.

Small organizations are stuck in an impossible cycle. They can't afford experienced fundraisers, so they hire junior staff who burn out within months because they lack support and expertise. Or they hire consultants who create strategic plans that sit on shelves because no one has time to implement them.

Executive directors are drowning, wearing 15 different hats while trying to fundraise on the side. Organizations know they need help, but traditional models don't work for them.

Fractional fundraising bridges that gap. Organizations get senior-level expertise and hands-on implementation without having to manage an inexperienced employee or hope that good advice will somehow implement itself.

The Bigger Picture

There is a crisis in our sector. Experienced fundraisers leave because of burnout, low pay and toxic environments. Many move to consulting as an escape route.

Is fractional fundraising a bandage for systemic problems? Partially. But it's creating something better for everyone.

Fractional fundraisers earn six figures with three clients while working with missions they're passionate about. Small organizations access senior talent they could never compete for otherwise.

Is this the perfect solution to our sector's human resources crisis? No. But it's a model that's working for both fundraisers and organizations right now.

The Real Test

Alternative suggestions — hiring a coach, developing a plan, committing to relationships — still leave the fundamental question unanswered: Who's actually going to do the work?

Small organizations don't need more advice. They don't need another strategic plan to add to their collection. They need experienced professionals who can roll up their sleeves and help them raise money.

So before dismissing fractional fundraising, talk to organizations actually using it successfully. Just like I tell my son — you have to try it before you decide you don't like it.

The preceding content was provided by a contributor unaffiliated with NonProfit PRO. The views expressed within may not directly reflect the thoughts or opinions of the staff of NonProfit PRO.