Making the Most of Your FSP Investment

Find an alternative (or know how you are going to get it done with your existing staff) before terminating an FSP. The money you raise is about your mission; your decision needs to be based on how you can return more money for the mission. That’s our bottom line as fundraisers.

Regardless of what we were promised 30 years ago, we are far from a paperless society. We still get massive proposals from FSPs and equally massive contracts, often in a font size that we all know would be death to a direct-mail appeal. Understanding what you are paying and the products and services that will be delivered for your investment demands an investment of time — something fundraisers have far too little of. But truly understanding how an FSP is being compensated matters. Don’t be wowed by flashy presentations and overpriced meals; you owe it to your donors to invest their dollars in FSPs who will help you return more dollars to your nonprofit for accomplishing the mission. And that requires comprehending the profit model of your FSPs.