Brandon Lenzi - Fractional Fundraiser

From Eight Months of Analysis Paralysis to Full Client Roster in Weeks

Brandon Lenzi had everything figured out. A decade of fundraising experience. A clear vision for consulting. Access to our Nonprofit Fractional Operating System with all the tools, templates, and frameworks he needed.

Eight months later? Still no paying clients.

Not because the market wasn't there. Not because he lacked expertise. Because he was trapped in the most dangerous place for any consultant: the gap between knowing and doing.

The Perfectionist's Trap

Brandon joined our program in May 2024 while managing a fractured development team, a major gifts program, AND a capital campaign. Classic nonprofit overload situation.

He absorbed every module. Built his website. Created his proposals. Had conversations with prospects who were interested. But when it came time to actually make the leap from in-house to consultant? He kept finding reasons to wait.

"I was wrestling with what I felt that I owed my in-house organization," he explains. "But also just kind of lacking that full confidence to really jump in and implement it."

Translation: He was perfectionist-procrastinating while calling it "being responsible."

For eight months, Brandon chased one prospect who kept saying "we just need one more month." He had another prospect ready to move forward but convinced himself he needed to finish his capital campaign first. Meanwhile, his business development was basically nonexistent because he was too busy being the martyr at his day job.

Sound familiar?

The Commitment Shift

Finally, in January 2025, Brandon stopped analyzing and started acting. He left his in-house role, completed his year-end responsibilities, and made the internal decision that mattered most: he was all in.

The results were immediate.

Within days of committing, the six-month prospect finally signed. That same week, a family friend connected him to an ED who basically said, "Great, when can you start?"

"It was really interesting to have that slower client process that I was chasing for a little while, and then one that was almost moving too quickly and I had to slow down," he recalls.

Two clients signed in one week. Then a coaching client followed. Then referrals started flowing.

The Abundance Reality

Here's where it gets interesting. Brandon went from zero clients to having to turn people away within months. The very community network he'd been worried about disappointing became his biggest source of referrals.

"Referrals just started coming in," he says. "Good but bad news is that a lot of nonprofits need help right now."

The "problem" of too much demand led to a different kind of learning curve: How do you scale? When do you raise rates? How do you say no strategically?

Brandon's response? He started increasing his rates with each new client. When one organization said yes immediately to his higher rate, his thought was: "Oh, maybe I should have increased that some more."

Classic consultant realization: if they say yes that fast, you're probably undercharging.

The Control Factor

The transformation wasn't just about revenue—though that's obviously important. It was about realizing how much control he actually had.

"That ability to set your own boundaries and really think about what it is that you want to do," Brandon reflects. "It doesn't have to be a no, it can be a, well I'll do it for this rate at 15 hours a week instead of the 30 you're asking for."

When you know your worth and have options, negotiations look very different.

The Real Lesson

Brandon's story isn't really about fundraising or fractional work. It's about the difference between preparation and procrastination.

"There's always going to be something else to do than doing the thing," he explains. "It doesn't have to be perfect or all decided before you go. If it was just right the first time, that would be so boring."

The breakthrough came when he stopped trying to have everything figured out and started trusting that he'd learn what he needed to learn by actually doing the work.

The Bottom Line

Eight months of "getting ready" got Brandon zero clients. Three weeks of actual commitment got him a full roster and a waiting list.

The expertise was always there. The market was always there. The only thing missing was the decision to stop perfecting and start serving.

The Metrics:

  • Time from commitment to first client: 1 week

  • Time from commitment to full roster: 3 weeks

  • Business development strategy: Relationship-based referrals

  • Rate evolution: Continuously increasing based on demand

  • Current status: Turning away clients, raising rates, considering scaling options

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