The Art of Transition: Navigating Your Journey from In-House Fundraising to Fractional Consulting
Are you a fundraiser contemplating the leap to consulting? Discover how to navigate this transition without burning bridges or burning out.
The path from in-house fundraising to independent consulting isn't always a straight line. In fact, for many experienced fundraisers, it's a winding road filled with questions, uncertainties, and that perpetual feeling of "just one more month" before making the leap.
The Reality of Transitions Most People Don't Talk About
When we think about career transitions, we often focus on the before and after – the frustrations that push us to change and the freedom waiting on the other side. But what about that in-between space? That period where you're mentally ready for change but physically still tied to your current role?
This "in-between" stage is exactly what Brandon Lenzi, founder of Bow Tie Strategies, experienced during his transition from a decade of in-house fundraising to running his own successful consulting practice.
When Obligation Meets Opportunity
Brandon's story reflects what many fundraisers feel: a sense of responsibility to their current organization balanced against the pull toward something new.
"I was wrestling with what I felt I owed my in-house organization," Brandon shares. "Especially with the fracturing of that team and what I would be leaving them with if I were to leave."
Sound familiar? This sense of obligation often keeps talented fundraisers in positions long after they've outgrown them.
Adding to this challenge was the practical reality of managing business development while still giving his full attention to his in-house role. The delicate balance of preparing for the future while honoring present commitments isn't one we talk about enough in our sector.
The Timing Question: When Is the "Right" Time to Make Your Move?
For Brandon, the timing question centered around significant milestones at his organization:
Completing a capital campaign
Wrapping up the annual gala
Onboarding a new development team
Looking back, he doesn't regret waiting to complete these projects before making his transition. "Feeling that I met and honored the commitments that I'd made to the organization helps me sleep better at night," he explains.
This professional integrity didn't just benefit his peace of mind – it became the foundation of his reputation as a consultant. Board members, donors, and colleagues who saw Brandon follow through on his commitments became his first advocates, quickly activating their networks on his behalf.
From Scarcity to Abundance: The Unexpected Reality of Client Acquisition
Here's where Brandon's story takes an interesting turn that might surprise you.
After months of slow progress chasing potential clients while still working in-house, everything changed once he fully committed to his consulting business. Within weeks of his official transition, he had not just secured his first client but found himself in the unexpected position of having to turn work away.
"It was such an interesting and quick transition," Brandon reflects. "That's part of what drew me to this model – that abundance rather than scarcity mindset."
The Permission to Choose
Perhaps the most powerful shift in Brandon's journey wasn't just about client acquisition but about recognizing his own agency in building a business that worked for his life.
When prospects started approaching with requests that didn't align with his vision, Brandon discovered he could adjust the terms:
"When a potential client comes in and says, 'We're looking for 20 to 30 hours a week,' it doesn't have to be a no. It can be 'I'll do it for this rate at 15 hours a week.'"
This ability to set boundaries and shape opportunities rather than just accepting or rejecting them outright represents the true freedom of the fractional model.
The Commitment Paradox: You Don't Need Everything Figured Out to Begin
If there's one lesson that resonates throughout Brandon's experience, it's that commitment precedes clarity.
"I find that launching a business has a lot of parallels to fundraising," Brandon shares. "There's always going to be something else to do than doing the thing. There's always going to be 'let me edit this email' versus just reaching out."
The perfectionism trap keeps many talented fundraisers from making the leap to consulting. They believe they need the perfect website, business cards, and comprehensive five-year plan before they can begin.
Brandon's advice? "It doesn't have to be perfect or all decided before you go. In fact, if it was just right the first time, that would be so boring."
Your Path Forward
If you're contemplating the transition from in-house fundraising to fractional consulting, remember that your journey doesn't have to mirror anyone else's timeline. Whether you choose to make a clean break or navigate a longer transition period, what matters most is that your approach aligns with your values and personal circumstances.
The key is recognizing when preparation becomes procrastination. As Brandon discovered, you can have all the information, templates, and guidance in the world, but "the only way you could actually move forward was not by learning more... but by taking the action."
Your business doesn't grow based on what you know—it grows based on what you do.
Are you ready to explore whether fractional fundraising might be your next career move? The Fractional Fundraiser Academy provides the structure, community, and proven systems to help experienced fundraisers make the leap with confidence