Do they expect miracles or are they experiencing “magical thinking”?
Are key decision-makers bought in and enthusiastic?
Is it a “hell yes” or just a yes?
Do they have at least one full-time employee dedicated to fundraising? (or are they willing to hire one?)
For philanthropy: are they pretending to be richer than they are?
Can they implement recommendations, or will they expect us to do all the legwork?
Are they unwilling to follow ethical standards?
Are there questions around financial transparency/impropriety?
Have they committed the appropriate amount of time? (For example, 18mo to raise a major gift)
Do they insist they know better than you?
Do they balk at small expenses?
Are they able to pay our fees without strain?
Is this a last-ditch effort to save a failing organization?
Is the internal culture toxic?
Does the CEO refuse to delegate?
Are there endless decision-making cycles with no real progress?
At the end of this checklist, categorize the client as either…
Green: Client is aligned, has capacity, and is ready to fundraise effectively. Proceed!
Yellow:Client has some concerns but may be coachable. Address issues upfront.
Red: Client is unrealistic, unprepared, or unethical. Politely decline and move on.