The Wild West of Consulting
Here is the opening keynote from the Fractional/Shift 2025 summit that explores what Fractional Executives are:
Fundraising Without Compromise: The Small Nonprofit's Guide to Fractional Success
Your Fundraising Dilemma
As a small nonprofit leader, you're all too familiar with the fundraising challenges that keep you up at night. The path to sustainable funding often feels like an uphill battle, fraught with obstacles that seem insurmountable.
You’ve had some success with fundraising - but instead of feeling proud, you’re just stressed. You’ve hit a fundraising plateau and the resources to grow —time, expertise, and human capital—are frustratingly out of reach.
Your days are a whirlwind of responsibilities, with fundraising constantly pushed to the back burner. The irony isn't lost on you: the very thing that could fuel your mission's growth is the task you have the least capacity to tackle.
You have the budget to invest in fundraising, but traditional hiring options feel lackluster and fall short of your needs.
In house isn’t always better
In an attempt to bridge this gap, many organizations turn to hiring junior fundraisers. It seems like a logical solution—bring in dedicated support at a price point your budget can handle. However, this approach often backfires in ways you might not expect.
These eager but inexperienced hires require significant guidance and supervision. Suddenly, you find yourself not only managing your regular duties but also mentoring a novice fundraiser. The time you hoped to save is now consumed by training sessions and oversight, adding to your already overwhelming workload.
Moreover, the results are often disappointing. Junior staff, while enthusiastic, lack the strategic insight and hands-on experience to drive meaningful fundraising growth. The learning curve is steep, and progress is slow—a luxury your organization can’t afford.
A Crisis of Turnover
Even if you find that unicorn junior fundraiser - you know the one who shows great promise, learns quickly, and actually does a great job with you micromanaging them - the chances are they aren’t going to stay long.
Fundraising job vacancies are high and small organizations with limited budgets are losing their fundraising staff to better paying jobs. How are small organizations supposed to compete with the big shops in terms of salary and benefits, professional development opportunities, and mentorship?
More broadly than fundraising, the nonprofit sector is grappling with unprecedented turnover rates, particularly among younger staff. 82% of nonprofit employees with less than a decade of experience are contemplating a job change this year.
This revolving door of talent has far-reaching consequences. Each departure represents a loss of institutional knowledge, relationships with donors, and momentum in your fundraising efforts. The constant cycle of hiring and training not only drains your resources but also creates a sense of instability that can ripple through your entire organization.
“There’s Got to be a Better Way”
We’ve all asked that question - isn’t there a better solution? Why are we solving this problem the same broken way it’s been done before?
You're Not Alone
The fundraising challenges you're facing aren't unique to your organization. Across the nonprofit sector, small organizations are grappling with similar issues. But just because they’re pervasive, doesn’t mean we should settle for status quo.
The State of Small Nonprofits
Small nonprofits are the backbone of the social impact sector, but they're facing an uphill battle. Recent studies paint a sobering picture. According to the Center for Effective Philanthropy, State of Nonprofits 2024 report:
Nearly 95% of nonprofit leaders express concern about burnout among their staff.
A quarter of leaders report that burnout is moderately to significantly impacting their ability to achieve their mission.
Almost 60% of nonprofit leaders identify staff-related concerns as one of their organization's biggest challenges.
These statistics aren't just numbers—they represent real organizations like yours, struggling to balance their mission with the realities of running a sustainable operation.
A House of Cards
The issues you're facing don't exist in isolation. They're part of a complex web of challenges that small nonprofits are navigating:
Fundraising Capacity: With limited resources, many organizations find themselves stuck in a cycle of reactive fundraising, unable to implement strategic, long-term approaches that could lead to sustainable growth.
Staffing Struggles: About half of surveyed nonprofit leaders report having difficulty filling staff vacancies in the last year. This shortage is particularly acute in fundraising roles, where competition for talent is fierce.
Burnout: The pressure to do more with less is taking its toll. A third of nonprofit leaders say they are "very much" concerned about their own burnout, and half report that they are more concerned about burnout now than last year.
These challenges feed into each other, creating a vicious cycle.
Limited fundraising capacity leads to financial constraints, which in turn makes it harder to attract and retain talented staff. The resulting turnover and understaffing increase the workload on remaining team members, accelerating burnout and further hampering fundraising efforts.
The Silver Lining
While this situation might seem bleak, there's reason for hope. The same studies that highlight these challenges also point to a path forward:
Organizations predicting a financial surplus cite higher than expected individual and foundation giving.
Fundraising is fueling the organizations that are financially sound.
Effective fundraising can be a game-changer for small nonprofits. The question is: how can organizations like yours access high-quality fundraising expertise without exacerbating the very problems you're trying to solve?
That's where a new approach comes in—one that's specifically designed to address the unique needs and constraints of small nonprofits: Fractional Fundraising
Introducing the Fractional Fundraiser: Your Experienced Fundraising Partner
Fractional Fundraising has emerged specifically to address these challenges that small organizations like yours face.
This innovative approach is designed to give small nonprofits access to senior-level fundraising expertise without the hefty price tag or the risks associated with full-time hires.
Your organization doesn’t need another traditional consultant who often comes in, gives a bunch of advice, and then leaves the organization to implement it. And who has time for that?
Fractional Fundraising is designed to allow small nonprofits to “have their cake and eat it to” - to use their smaller budget to access top-tier support - fundraising support without compromise.
What is a Fractional Fundraiser?
Haven’t heard of Fractional Fundraising? Don’t worry - it’s not you. This is a newer service model that is not unique to the nonprofit sector. Small businesses and start ups use Fractional Executive services to alleviate some of the same struggles small nonprofits face - small budgets with the need for expert support.
Fractional Fundraisers bridge the gap between high level strategic oversight and day-to-day implementation. Because they’re highly experienced, they’re also extremely efficient. What would take that junior fundraiser a few days, might take a Fractional Fundraiser a few hours.
The model is as it sounds - you access a fraction of the experienced fundraiser’s time.
And because this model addresses some of the root causes of your fundraising challenges, Fractional Fundraising is designed to work for your organization for an extended period of time. No one-off projects that might inject some money into your organization and then never have those donors give again. Instead, Fractional Fundraisers work to build the foundation of your fundraising program to grow consistently and sustainably over time.
Systemic Change Through Fundraising?
Fractional Fundraising is more than just a stopgap measure; it's a strategic solution that directly tackles the core issues facing small nonprofits:
Expertise Gap: Instead of settling for a junior hire or stretching your ED too thin, you get an experienced professional who can hit the ground running.
Budget Constraints: You access senior-level expertise at a cost comparable to a junior full-time position, maximizing your fundraising investment.
Burnout Prevention: Your ED and staff are relieved of fundraising pressures, allowing them to focus on mission-critical work.
Turnover Mitigation: With a Fractional Fundraiser, you're not vulnerable to the high turnover rates plaguing the sector. Your fundraising efforts remain consistent and uninterrupted.
Strategic Focus: Fractional Fundraisers are fundraising generalists who bring a wealth of experience from various organizations, allowing them to implement best practices and innovative strategies tailored to your needs.
The 3-Legged Fundraising Stool
Long-term fundraising success is a combination of having the right strategy, with a clear plan, and consistent implementation.
Junior in-house fundraisers can do consistent implementation, but often lack the strategy or a clear plan.
Traditional consultants can help with strategy and a plan, but don’t stick around to do the day-to-day work.
Until your organization can afford an in-house senior fundraiser, Fractional Fundraising is the only approach that combines all three legs of this stool.
Strategic Direction: Your Fractional Fundraiser brings a bird's-eye view to your fundraising efforts, identifying opportunities and setting a course for sustainable growth.
Clear Planning: Your Fractional Fundraiser sets a 12-month fundraising plan that clearly outlines the tasks and deliverables they will implement. You’ll know what is happening, when, and what outcomes you can expect.
Consistent Implementation: Your Fractional Fundraiser implements the plan. Clear and simple.
By bridging the gap between high-level strategy and day-to-day execution, Fractional Fundraising offers small nonprofits a path to break free from the cycle of fundraising frustration and achieve sustainable growth.
The Fractional Fundraising Advantage
Fractional Fundraising isn't just a new buzzword—it's a game-changer for small nonprofits. Let's break down why this approach is uniquely positioned to solve your fundraising challenges.
Experienced Fundraising at the Cost of a Junior Position
Imagine having a seasoned fundraising professional on your team without breaking the bank. That's the core advantage of Fractional Fundraising. You get:
Senior-level expertise typically reserved for larger organizations with big budgets
Efficient execution—tasks that might take a junior staff days are completed in hours
Strategic insights gained from years of diverse nonprofit experience and applied to your organization
All this, at a cost comparable to hiring a junior fundraiser. It's about maximizing your investment and getting the best return on your fundraising dollar.
Reducing ED Burnout by Eliminating Supervision Stress
Your time is precious. With a Fractional Fundraiser, you can:
Trust your Fractional Fundraiser to drive your fundraising efforts, freeing up the emotional labor you spent worrying about fundraising
Eliminate the need for constant training and supervision
Focus on leading your organization and driving your mission forward
No more late nights worrying about fundraising strategies or donor communications. Your Fractional Fundraiser has it covered, allowing you to reclaim your time and energy.
Consistent Implementation Without the Risk of Staff Turnover
Continuity is key in fundraising. Fractional Fundraising offers:
Ongoing, consistent fundraising efforts not disrupted by staff changes
Relationships built on behalf of your organization - when your fundraiser leaves, they don’t take the donors with them
Steady progress towards your fundraising goals
Say goodbye to the revolving door of junior fundraisers and the constant cycle of onboarding and training. Your Fractional Fundraiser is in it for the long haul (or at least to get you to a point where you have the budget to hire a senior fundraiser in-house).
Sustainable and Long-Term
Fractional Fundraising isn't about quick fixes. It's about creating a robust fundraising foundation:
Implementing best practices tailored to your organization
Developing systems and processes that outlast any single staff member
Gradually building your internal capacity for fundraising
Your Fractional Fundraiser doesn't just raise funds—they help build a culture of philanthropy within your organization, setting you up for long-term success.
In essence, Fractional Fundraising offers small nonprofits a way to level the playing field. It's your opportunity to access the kind of fundraising expertise and consistency that larger organizations enjoy, without compromising your budget or mission.
By addressing the core challenges of expertise, cost, burnout, and turnover, Fractional Fundraising isn't just changing how small nonprofits approach fundraising—it's transforming their potential for impact.
Your Questions Answered
As you consider Fractional Fundraising for your organization, you likely have questions. Here are answers to the most common queries we receive:
How does Fractional Fundraising compare to hiring in-house?
Fractional Fundraising offers senior-level expertise at a junior-level cost. Unlike an in-house hire, you're not paying for downtime, training, or non-fundraising tasks. Your Fractional Fundraiser focuses solely on driving your fundraising efforts forward, maximizing every dollar you invest.
Because a Fractional Fundraiser is experienced and efficient, you don’t have to worry about supervising their work and they do better quality work faster.
As the expert, they’re also going to make sure things stay focused. If there are fundraising ideas that come up that aren’t strategic and more of a “make work” project, they’ll let you know and ensure their time is focused on meaningful work.
What kind of results can we expect?
You may be surprised to learn that small nonprofits don’t typically see large fundraising growth. So before we dive into potential results, let’s look at what’s happening across the sector from a few studies:
According to the Fundraising Effectiveness Project's 2023 First Quarter Report, smaller nonprofits (those raising less than $100,000 annually) saw a 3.9% increase in donations in 2022..
The Blackbaud Institute's 2022 Charitable Giving Report found that small nonprofits (those with annual fundraising less than $1 million) saw a 1.9% increase in overall giving.
A 2021 study by the Association of Fundraising Professionals (AFP) and the Center on Nonprofits and Philanthropy at the Urban Institute found that smaller organizations (those raising between $100,000 and $500,000) saw a median growth rate of 3.7% in their fundraising.
While there is no perfect measure of the sector baseline, these numbers give you an idea of how you should benchmark your own results.
Whether you hire a consultant, hire an in-house staff person, or a Fractional Fundraiser, no one will guarantee specific results. However, Fractional Fundraisers only work with organizations where we feel we can see better than the industry average results.
You should also consider the first year of working with any fundraising support an investment - because it takes time and consistency to see predictable fundraising growth.
That being said, Fractional Fundraisers consistently deliver:
Increased fundraising revenue
Diversified funding streams
Improved donor retention
Enhanced fundraising systems and processes
Focused strategies that really drive impact
The exact results depend on your starting point, but our clients typically see significant improvements within the first year.
While we can't ethically guarantee specific fundraising amounts, we do guarantee our commitment to implementing best practices, strategic approaches, and consistent effort. Our success is tied to yours, and we're invested in achieving meaningful results for your organization.
How involved does our ED need to be?
Your Fractional Fundraiser takes the lead on fundraising, significantly reducing your ED's day-to-day involvement.
However, some ED participation is crucial for success, particularly in donor relationships and strategic decisions. We'll guide you on where your ED's time is best spent for maximum impact. Be prepared to spend at least an hour a week in a meeting with your Fractional Fundraiser.
Are Fractional Fundraisers on-site or remote?
Most Fractional Fundraisers work remotely, allowing for flexibility and cost-effectiveness. However, they can be on-site for important meetings, events, or as needed. The specific arrangement is tailored to your organization's needs and preferences. If your Fractional Fundraiser is required to travel to be on-site, the extra cost of travel will be included in your contract.
How many hours do we get?
Fractional Fundraisers don’t track hours and instead focus on their deliverables. We have tested the capacity of work and on average, a Fractional Fundraiser works with about 3 clients if they are working full-time. However, time each week fluctuates as necessary and remember - your Fractional Fundraiser will take time off for things like vacation and family obligations. The good news is that you don’t need to monitor their hours!
How do you manage donor relationships?
Fractional Fundraisers build and nurture donor relationships on behalf of your organization. They act as an extension of your team, always representing your nonprofit's interests. Importantly, these relationships belong to your organization, not the individual fundraiser, ensuring continuity even if personnel changes occur.
Why 12-month, retainer contracts?
Believe it or not, we’ve created this model to be what’s in the best interest for your organization.
Fundraising results take time. If you invest in fundraising for too short of a period, it’s like throwing that money down the toilet. You probably won’t see the results that make you feel good about your investment. And worse, you will probably be less inclined to invest in fundraising in the future, meaning you’re losing out on potentially years of fundraising revenue. We’ve seen this happen over and over again with small organizations and don’t want you to be further behind than when you started.
Retainer contracts are predictable. You don’t need to worry about how much each monthly invoice will be. There are no surprises or hidden fees.
How does the investment compare to other options?
This breakdown demonstrates that Fractional Fundraising can offer a cost-effective solution for small nonprofits, providing experienced support at a price point comparable to or lower than other options, while addressing both strategic and day-to-day fundraising needs.
What happens if we're not satisfied with the service?
Our goal is your satisfaction and success. If issues arise, we address them promptly. Our contracts include reasonable termination clauses, providing you with flexibility. There is much more flexibility to working with a Fractional Fundraiser than hiring in-house where you are obligated to labor and employment laws.
How long does it take to see results?
Typically, organizations start seeing tangible improvements within 3-6 months. However, significant fundraising growth often becomes evident around the 9-12-month mark. Fundraising is about building relationships and systems, which takes time, but the long-term payoff is substantial.
Is Fractional Fundraising Right for You?
Fractional Fundraising isn't a one-size-fits-all solution, but it's designed to meet the needs of many small nonprofits.
Signs Your Organization Could Benefit from a Fractional Fundraiser
You're stuck in a fundraising plateau: If your fundraising revenue has been stagnant or you're struggling to grow beyond your current level, a Fractional Fundraiser can provide the strategic insight and hands-on implementation to break through that ceiling.
Your ED is overwhelmed with fundraising responsibilities: When your Executive Director is spending more time worrying about fundraising than leading the organization, it's time to consider expert help. A Fractional Fundraiser can take that burden off their shoulders.
You can't afford (or justify) a full-time senior fundraiser: If you dream of having an experienced fundraiser on your team but your budget says otherwise, Fractional Fundraising offers a way to access that expertise without the full-time price tag.
You've experienced high turnover in fundraising positions: Tired of the constant cycle of hiring, training, and losing fundraising staff? A Fractional Fundraiser provides consistency and builds systems that remain even if personnel change.
You need more than just advice: If you've worked with consultants before but struggled with implementation, a Fractional Fundraiser's hands-on approach could be the solution you've been seeking.
You're ready to invest in fundraising, but want to ensure a good ROI: Fractional Fundraising offers a way to invest in experienced fundraising help with lower risk and potentially higher returns than other options.
Remember, the goal isn't just to raise more money—it's to build a sustainable, effective fundraising program that supports your mission for years to come. If you're ready to transform your fundraising efforts and unlock your organization's full potential, Fractional Fundraising might be your next strategic move.
The Path Forward: Your Fractional Fundraising Journey
As you consider taking the next step with Fractional Fundraising, let's explore what the process looks like and how it can transform your nonprofit's future.
The Fractional Fundraising Process
Comprehensive Fundraising Plan Development
Your journey begins with a deep dive into your organization's current state, goals, and potential. The Fundraising Plan is a strategic document but also a step-by-step plan that outlines all the fundraising activities for the year, including deadlines, outputs, and fundraising goals.Consistent Implementation
With the plan in place, your Fractional Fundraiser rolls up their sleeves and gets to work; executing day-to-day fundraising tasks, managing donor relationships, implementing new systems and processes, and providing regular updates and progress reports.Ongoing Optimization and Adaptation
Fundraising isn't static, and neither is your Fractional Fundraiser's approach. They’ll regularly review and adjust strategies, respond to new opportunities or challenges and continually refine processes for better results.
Transforming Your Nonprofit's Future
By embracing Fractional Fundraising, you're not just hiring a fundraiser—you're investing in your organization's future. Here's what that future could look like:
Steady, sustainable fundraising growth
A robust, diverse donor base
Efficient, effective fundraising systems
More time for your leadership to focus on mission and vision
Increased capacity to serve your community and achieve your goals
The cost of inaction—of continuing with understaffed, overwhelmed fundraising efforts—is high. It's not just about the money left on the table; it's about the impact not realized, the communities not served, the change not made.
Fractional Fundraising offers a path to break free from the cycle of fundraising frustration and unlock your organization's full potential. It's an opportunity to level the playing field, accessing the kind of fundraising expertise typically reserved for larger organizations.
Your mission matters. Let's ensure you have the fundraising support you need to fully realize it.
Case Study: From Struggle to Success: How Fractional Fundraising Transformed Npower's Dayton Office
The Challenge: A New Office, Big Dreams, and an Impossible Task
In August 2022, Demarus Crawford-White stepped into what seemed like an exciting opportunity. Npower, a national nonprofit dedicated to creating pathways to the middle class through IT and tech training, was opening a new office in Dayton, Ohio. As the newly appointed leader for this venture, Demarus was eager to make an impact. However, she was about to face a challenge that would test her resolve and creativity.
"Throughout the interview process, I said, 'I think I can do this job, but I've never really fundraised before,'" Demarus recalls. The organization assured her that they would hire a development person to handle fundraising. Demarus could focus on setting up the office, hiring staff, and recruiting students.
But as the months ticked by, the promise of a dedicated fundraiser began to evaporate. First, it was pushed to March, then July. Finally, Demarus received the news she had been dreading: there would be no fundraiser hired that year. She was on her own.
To make matters worse, Npower set a fundraising goal for the Dayton office on par with established locations in major cities like Los Angeles and Detroit. "Even I, with no fundraising background, knew that this was not going to happen," Demarus says.
The Struggle: Overwhelm, Frustration, and a Sense of Failure
As an achiever accustomed to meeting goals, Demarus found herself in an impossible situation. "I'm charged with opening a new office, hiring staff, finding students, taking our program, and finding a location - all things that I felt like I could do. And then having this huge budget ask over my head," she explains.
The pressure was immense. Demarus worried that in two years, she might have to close the office due to lack of funds. Despite her best efforts, she managed to raise only about $5,000.
The fundraising goals felt impossible.
"I'm a very Type A personality. I hit goals. I hit deliverables," Demarus shares. "To know I'm never going to hit this... it hurts your soul."
The emotional toll was significant. Demarus found herself at a point where she was ready to give up on fundraising altogether, accepting it as the inevitable "black mark" on her end-of-year review.
A Glimmer of Hope: Discovering Fractional Fundraising
In June 2023, nearly a year into her role, Demarus stumbled upon a potential solution. She had some leftover consultant budget that could only be used for specific purposes. "I was like, 'Fundraising! I need it on fundraising. What can I do?'" she remembers.
Not knowing the term "fractional fundraising," Demarus reached out to an old acquaintance, Yvette, whom she knew from her volunteer work with the Urban League. "I was kind of my 'woe is me, what am I going to do?' She was in fundraising, so I asked her," Demarus explains.
Yvette introduced Demarus to the concept of fractional fundraising - a flexible, experienced fundraising professional who could work around her schedule and provide targeted support. It was exactly what Demarus needed.
The Solution: Hiring a Fractional Fundraiser
Demarus engaged Yvette as a fractional fundraiser, and the transformation began almost immediately. They started with weekly strategy meetings, which have now transitioned to bi-weekly check-ins. Yvette provided guidance on grant opportunities, helping Demarus focus her energy on the most promising prospects.
"Before, I'm just going to anything that I think there might be a funder in," Demarus admits. "Halfway through the meeting, I realize, wait, they only care about cancer... Important, but not workforce development or economic equity."
Yvette helped Demarus create systems and processes, including a dashboard to track opportunities and a folder system for commonly requested grant documents. She also played a crucial role in engaging Npower's board in fundraising efforts.
The Results: A Fundraising Revolution
The impact of working with a fractional fundraiser was dramatic and swift. In just 30 to 45 days, Npower's Dayton office raised between $150,000 and $160,000 - a stark contrast to the $5,000 raised in the previous nine months.
Beyond the numbers, Demarus experienced a profound shift in her approach to fundraising and her confidence in the role. "It's night and day. It's black and white to color. It's completely different," she enthuses.
The board engagement strategy paid off immediately, with Demarus securing $2,000 in commitments during their last quarterly meeting - the first tangible board contributions she had seen.
Lessons Learned and Future Outlook
Reflecting on her experience, Demarus sees the value of fractional fundraising for organizations of all sizes. "A lot of smaller non-profits are not able to offer pretty competitive salaries and good benefit packages," she notes. "So that makes it challenging on how do you get a quality person?"
The flexibility and expertise offered by a fractional fundraiser have been game-changing for Npower's Dayton office. Even as they grow, Demarus is considering maintaining the fractional model: "I might still consider keeping a fractional fundraiser because I'm learning a lot of it. And when I'm like, well, someone's six figures full time for something that I'm able to get part-time... maybe we can keep going this way a little longer as we grow."
For other organizations facing similar challenges, Demarus's advice is clear: "I would say definitely take a look at it... You get someone with experience. You get someone with flexibility."
As Npower's Dayton office continues to grow and thrive, the fractional fundraising model has provided not just a bridge to success, but a ladder to climb. It's a testament to the power of innovative solutions in the face of daunting challenges - and a beacon of hope for other non-profits facing similar fundraising hurdles.
Case Study: Unlocking Potential: How a Fractional Fundraiser Propelled Business in the Streets to New Heights
The Challenge: Growing Pains and Missed Opportunities
In 2015, Kyle Monczak joined Business in the Streets (BITS), a small nonprofit dedicated to creating pathways to entrepreneurship for underserved youth. As the organization's Executive Director, Kyle found himself wearing multiple hats - from program management to fundraising and everything in between.
"Only a few short years ago, this team was, I think, like two of us," Kyle recalls. "So a very, very small organization, which means my job was very hands-on in every facet of the organization."
While BITS had some early success with grant funding, Kyle quickly realized that this approach wasn't sustainable. The constant juggling of responsibilities meant that fundraising often took a back seat, leading to missed opportunities and stunted growth.
"We were just missing opportunities everywhere," Kyle explains. "Like every year, there were just things that were slipping through our fingers. Knowing now, looking back, that some of those would eventually come through when we could get to them... it just means there was, you know, my job was harder. We were working with less resources over that time period."
The stress of trying to do it all was taking its toll on Kyle and the organization. He knew something had to change, but finding the right solution proved challenging.
Exploring Fundraising Options
As BITS began to grow, thanks to a few multi-year supporters during the pandemic, Kyle started exploring options for fundraising support. He looked at job postings online, considering both junior and senior roles, but nothing seemed to fit.
"I kept coming back to either it was too expensive for us to responsibly make that investment, or it also didn't seem like a good idea. We're going to spend too little money to not get where we need to go, or require a lot of my time for coaching. It was just going to be more work for me to manage, just a different type of work."
The Turning Point: Discovering Fractional Fundraising
It was during this search that Kyle stumbled upon the concept of fractional fundraising. While familiar with fractional roles in the tech and startup space, he had never seen it applied to nonprofits before.
"Seeing it as an option immediately became, if we could, you know, of course, afford it as an organization, a really easy yes," Kyle says. The flexibility and expertise offered by a fractional fundraiser seemed to perfectly address BITS' needs without overextending their resources.
The Solution: Hiring a Fractional Fundraiser
BITS engaged Laura, a fractional fundraiser, initially for a one-year contract.
"The relationship is fantastic," Kyle enthuses. "We've just signed another agreement with Laura for another couple of years. So we just finished our first two years, and we're signing on for another two."
Working with Laura brought a level of expertise and systematization to BITS' fundraising efforts that they had never had before. Kyle highlights the benefits:
1. Scalable support: "Their scope of work has grown equally to their own business. So there's that alignment, right? I don't need to feel like I'm clawing for extra time that isn't there, or vice versa."
2. Improved systems: "We're adapting to theirs, or they're fully adapting to ours. There's been this sort of balance in how we're developing the systems that allow us to communicate together and track things together."
3. Access to resources: "I've been able to benefit from Laura's expertise in that matter and borrow from her wealth of resources and templates that she has access to."
The Results: Transformative Growth and Stability
The impact of bringing on a fractional fundraiser has been nothing short of transformative for BITS:
1. Financial growth: "In our first year, we grew our fundraising right at the gate. We grew our revenue by 33%, and in year two, we grew by another 23%."
2. Team expansion: BITS grew from a team of two to a team of four full-time staff, two part-time staff, and additional contract facilitators.
3. Diversified funding: "Over that time period, we've added seven new funders to our portfolio, which has been fantastic. And I don't have the hard stat, but the average, our grants, I would say the funding per donor has increased as well."
4. Increased operating budget: BITS' operating budget grew from around $350,000 to $550,000-$575,000.
5. New fundraising initiatives: With Laura's support, BITS is now exploring corporate engagement opportunities and launching their first individual giving campaign.
Beyond the Numbers: Peace of Mind and Strategic Vision
Perhaps the most significant change for Kyle has been the reduction in stress and the ability to plan for the future:
"There's reduced stress overall because of that resolution I mentioned. You can just see further out. The panic of what's next starts to recede a bit because you have that. You know what's coming. Before, you just, you know, it's three months. Who knows what's going to happen in three or six months? Now we're looking at a year, 18 months out."
The Future: A Sustainable Path Forward
With their newfound stability and growth, BITS is now able to focus on strategic initiatives and program expansion. Kyle sees a bright future for the organization's fundraising efforts, with plans to diversify their revenue streams further and tap into new opportunities.
"The value far outweighs the cost," Kyle reflects. "That's been the case, and it's only continued to grow in that way. The reason is, I think, because of the value of the network. As we explore new opportunities, we need to tap into new resources, relationships. There's just not been anything that we haven't been able to find value in."
For other small nonprofits considering their fundraising options, Kyle's experience with fractional fundraising offers a compelling case study in how the right support can transform an organization's trajectory. By finding the perfect balance between expertise, cost, and flexibility, BITS has not only survived but is now thriving, poised for even greater impact in the years to come.
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The Rise of Fractional Executives in the Nonprofit Sector
Something fascinating is happening in the nonprofit sector. "Fractional executive" has become quite the buzzy term lately - and for good reason. According to recent research, there has been a 57% increase in Fractional roles since 2020. But here's what I'm noticing in my conversations: not everyone using that title is actually doing fractional work.
Something fascinating is happening in the nonprofit sector. "Fractional executive" has become quite the buzzy term lately - and for good reason. According to recent research, there has been a 57% increase in Fractional roles since 2020. But here's what I'm noticing in my conversations: not everyone using that title is actually doing fractional work.
The Evolution of Fractional Leadership
The concept of fractional executives originated in the for-profit sector, particularly in technology startups that needed experienced C-suite talent but couldn't afford (or didn't need) full-time executives. Publications like Harvard Business Review, Fast Company have documented the growing trend, noting that fractional leadership offers organizations access to senior expertise without the overhead of full-time executive compensation packages.
This model has now made its way into the nonprofit sector, where it's addressing a crucial need: helping small and medium-sized organizations access senior expertise they previously couldn't afford.
The Nonprofit Leadership Crisis
Before we dive deeper into what fractional leadership is, let's acknowledge why it's becoming so critical. The nonprofit sector is facing unprecedented challenges in attracting and retaining senior talent:
77% of nonprofit employees are actively looking for new opportunities
For those with less than 10 years experience, that number jumps to 86%
Small organizations often can't compete with larger institutions on salary and benefits
The traditional "do more with less" mentality is leading to widespread burnout
The sector is losing talented professionals to corporate roles that offer better compensation and work-life balance
What Makes a Fractional Executive?
Drawing from both my experience working with over 65 fractional executives and industry research, here are the key elements that define true fractional leadership:
Long-Term Strategic Partnership: Unlike project-based consulting or interim roles, fractional executives typically engage through longer-term contracts (12+ months), allowing them to become embedded members of the leadership team while maintaining independence.
Multiple Organizations, Intentionally: Most successful fractional executives work with 2-3 organizations concurrently, strategically sharing their expertise across organizations that couldn't otherwise afford or may not need full-time senior leadership.
Both Strategy AND Implementation: What sets fractional executives apart is their involvement in both strategic planning and hands-on execution. They guide the strategy, having more subject matter expertise than the Executive Director. But they don’t just provide recommendations - they help implement solutions meaningfully moving the organization forward.
Expertise at Scale: With significant experience in their field, fractional executives can often accomplish in focused hours what might take a junior full-time person much longer, bringing proven systems and approaches that have worked across multiple organizations.
What a Fractional Executive is NOT:
A part-time employee for one organization
A project-based consultant
An interim leader filling a temporary gap
An advisor who only provides recommendations
Someone without significant experience in their function (I usually suggest at least 7 years of experience)
Making the Model Work
For organizations considering fractional leadership, success typically depends on:
Clear Scope and Expectations: Understanding that fractional executives bring both strategy and implementation
Appropriate Infrastructure: Having basic systems and staff support in place
Leadership Buy-in: Ensuring the board and staff understand how the model works
Commitment to Change: Being ready to implement new approaches and systems
For professionals considering this path, success requires:
Significant Experience: Deep expertise in your functional area
Strong Systems: Ability to create and implement scalable processes
Business Acumen: Understanding how to structure and run a sustainable practice
Communication Skills: Capability to work effectively with multiple organizations
Looking Ahead
We're in the Wild West of nonprofit consulting right now. It's exciting, a bit chaotic, and full of opportunity for those who know how to navigate it properly. The organizations that understand and embrace this model early will have a significant advantage in accessing the senior expertise they need to thrive.
As the sector continues to evolve, I believe fractional leadership will become increasingly mainstream. It's not just a temporary solution to current challenges - it's a fundamental reimagining of how we structure nonprofit leadership for greater impact.
The question isn't whether fractional leadership will grow, but how quickly organizations will adapt to leverage this model effectively. Those who embrace it now are positioning themselves at the forefront of nonprofit innovation.
What’s next?
Learn more about becoming a nonprofit Fractional Executive at the Fractional/Shift online summit.
Fast-track your path to becoming a Fractional Fundraiser through the Fractional Fundraiser Academy - join the waitlist