Nonprofit Leadership Podcast – Episode Summary

Episode: What is Behind the Recent Growth of Nonprofit Consulting?
Air Date: March 15, 2026
Host: Dr. Rob Harter
Guest: Julia Devine, Co-Founder of Relatable Nonprofit

Episode Overview

This episode explores the rapid growth of nonprofit consulting in the social impact sector. Dr. Rob Harter speaks with Julia Devine, who, along with her partner Catalina Parker, recently conducted the most comprehensive survey to date on nonprofit consultants in the US. The conversation delves into why more nonprofit professionals are transitioning into consultancy, the changing needs of nonprofit organizations, the nuanced realities of being a consultant, and practical considerations for those eyeing this career path.

Key Discussion Points & Insights

1. Driving Forces Behind Nonprofit Consulting Growth

• Post-COVID work trends have accelerated the shift to consultancy, as many professionals seek more work-life balance and autonomy.
• For organizations, hiring consultants or fractional workers is a solution to federal funding cuts, shrinking grant cycles, compliance issues, and increasing personnel costs.
• "Nonprofits simply cannot sustain the overhead required to have full time employees at this level." — Julia Devine [08:42]

2. The Relatable Nonprofit Survey: Genesis and Key Findings

• Julia and Catalina launched a 40-question survey, collecting data from 381 nonprofit consultants.

• The resulting report (102 pages) presents benchmarks on earnings, project types, business models, and demand.

  • "We really do believe this is the most comprehensive report out there right now on nonprofit consulting."
    — Julia Devine [06:58]

3. Impact of Sector-wide Budget Cuts and Layoffs

• Many full-time nonprofit employees are being laid off, especially in program areas heavily dependent on grants.
• Remaining staff often experience burnout as responsibilities multiply with fewer team members.
• Consulting is emerging as a way for experienced professionals to remain in the sector without seeking another full-time job.
  • "We don't want that talent to leave the sector. That's where the real issue is." — Julia Devine [09:19]

4. Rising Demand for Consulting Services

• 83% of surveyed consultants report demand for their services is either stable or increasing.
• Nonprofits continue to need expertise (fundraising, marketing, strategic planning, tech upgrades), but prefer paying for focused solutions rather than full-time positions.
  • "Demand is up for all of it across the board." — Julia Devine [12:38]

5. Debunking Myths About Specialization and Earnings

• There is no correlation between niche specialization (e.g., fundraising vs. marketing) and higher earnings for consultants.
• Success is more about positioning yourself to solve concrete problems than simply choosing a popular niche.
  • “No one’s necessarily earning more or less based on what they’re offering.” — Julia Devine [12:38]

6. Consulting Business Models: Retainers, Projects, Fractional Work

• Most successful consultants combine retainer arrangements with larger fixed-price projects.
• Typical full-time consultants reported average earnings of $87,000/year, with top earners making $150k+ to $500k (mainly agency owners).
• Retainers offer stability; project work adds income flexibility and growth potential.
  • "The most successful relationships from the consultant side were retainers and larger priced projects." — Julia Devine [13:53]
• Fractional work means taking on several part-time, retainer-based roles; a balanced portfolio (75% retainer, 25% projects) is recommended.

7. Parallel Labor Market Model & Changing Roles

• The consultant's role has shifted from the "outside expert" to a partner who works in parallel with lean nonprofit teams, often providing hands-on services immediately.
  • “It’s much more immediate, it’s much more transactional in a good way.” — Julia Devine [16:18]

8. Realities and Misconceptions about Consulting

• Becoming a consultant entails real business risks: managing healthcare, insurance, pipeline, branding, and self-employment taxes.
• This is not a “get rich quick” scenario; it requires as much dedication as running a business.
  • “It’s a crash course through business… You have to have your own marketing, you have to have your own QuickBooks set up.” — Julia Devine [20:17]
• Consultants are often solopreneurs (80+%), and many start out of necessity, not just desire.

9. Who Becomes a Consultant? Income Realities

• Most are mid-career professionals (aged 35–45) with 10–15 years of nonprofit experience.
• Surge in consultants is a post-COVID phenomenon, with 70% planning to remain in the field.
  • "It's overwhelmingly middle career people... this is absolutely a post-COVID shift." — Julia Devine [23:10]

10. Getting Started: Pathways and Expectations

• Initial success often comes from leveraging existing networks and focusing on specific client needs.
• Replace a full-time salary once 4–6 active clients are secured; some achieve this in 4–6 weeks if well-prepared.
  • “I’ve seen people in our program replace their full time income, $150,000 director level salary, within four to six weeks. I've really seen that happen.” — Julia Devine [25:26]
• Niche marketing is crucial for building a reliable client pipeline; broader services can be offered to inbound referrals.

11. Remaining Gaps and Opportunities

• Nonprofits need more education on finding, hiring, and budgeting for consultants.
• Future research from Relatable Nonprofit will target organizational perspectives to bridge the gap.

Memorable Quotes & Notable Moments

• “Nonprofits are still looking to solve their problems. They're just looking for other avenues. And it may not be hiring full time staff.”
  — Julia Devine [11:56]

• “It’s not the consulting of yesteryear… This is people that love the work that they do, they are a seasoned fundraiser, a seasoned executive director, someone who is passionate about the mission.”
  — Julia Devine [17:45]

• “If you’re posting on LinkedIn, if you’re writing a blog, what you’re trying to do is attract a specific ideal client… You want to pick a lane.”
  — Julia Devine [30:50]

• “Hourly rates were on average nationwide $150 an hour or more…project size, business structure—these were things that were going to indicate higher success than just working more hours or in a particular specialty.”
  — Julia Devine [23:10]

Key Timestamps

• 05:15 – Why Julia and Catalina launched the survey
• 06:58 – Size and scope of the nonprofit consultant report
• 08:23 – Trends impacting nonprofits’ staffing decisions
• 10:55 – Burnout among remaining nonprofit employees
• 12:38 – In-demand skills and myth-busting around niche specialization
• 13:53 – Consulting business models and income breakdowns
• 16:08 – 18:45 – Shift to a “parallel labor” model and modern consultant roles
• 20:17 – Realities versus misconceptions about consulting
• 23:10 – Demographics and earning power of today’s consultants
• 25:26 – Pathways and expectations for new consultants
• 27:56 – Consultant vs. fractional worker distinction
• 30:50 – The importance of niche positioning in consultant marketing
• 33:46 – Pleasant survey surprises and areas needing growth (nonprofit education)

How to Learn More & Connect

• Relatable Nonprofit Website: relatablenonprofit.com
• Instagram: [@relatablenonprofit] – for nonprofit life humor
• LinkedIn: Catalina Parker – for frequent updates and resources

Conclusion

This episode offers a data-driven, empathetic look at why the “parallel labor market” for nonprofits is booming and what it actually takes to thrive as a consultant or fractional worker. For professionals and organizations alike, Julia and Rob provide clarity on current trends, bust some persistent myths, and offer practical advice for anyone considering this evolving career path.

“This is not going anywhere...they’re doing well. They’re staying with it. In fact, they're growing their different consultancy companies.”
— Dr. Rob Harter [36:17]