[FACE VALUE] Ryan’s story: From Sheffield doorsteps to leading Gather Campaigns India

Ryan Valasapali never planned to work in fundraising, but a part-time door-to-door role while studying in Sheffield changed everything. Nearly two decades later, he leads Gather Campaigns India, helping charities unlock the enormous potential of face-to-face fundraising in one of the world’s fastest growing markets.

A job that changed everything

Ryan never planned to work in fundraising.

Originally from India, he moved to the UK to complete an MBA in Sheffield. Like many international students, he needed a part-time job to support himself.

“I applied for anything and everything,” he recalls. “One listing said ‘face-to-face fundraising’. I had absolutely no idea what charity fundraising was. I just saw that it involved talking to people.”

The role, working door-to-door with Home Fundraising, fitted perfectly around his university schedule. Ryan started fundraising around 20 hours a week knocking on doors across Sheffield.

“At that point it was simply a job that paid my bills and allowed me to speak to people,” he says.

But one conversation on his very first day changed his perspective entirely.

The moment that made it meaningful

Ryan still vividly remembers the first donor he ever signed up. He had reached the evening of day one and had started to question whether the job was right for him.

“I spoke to a woman who was a recovering cancer patient,” he recalls. “As I explained the charity’s work, I noticed tears in her eyes. I thought I had said something wrong.”

Instead, she explained that charities like the one Ryan was representing had helped her through her treatment.

“That moment triggered something in me,” Ryan says. “It wasn’t about the fact that it was my first sign-up. It was the first time I realised I could directly impact someone’s life.”

That experience changed everything.

“I realised I could do something I loved – talking to people – while also making a difference.”

“It wasn’t the sign-up that mattered. It was the first time I realised I could directly impact someone’s life.”

Learning resilience on the doorstep

Like every face-to-face fundraiser, Ryan quickly learned that rejection is part of the job.

“Door-to-door fundraising means hearing ‘no’ most of the day,” he says. “People close doors, debate with you, or simply say they’re not interested.”

But over time he learned to see rejection differently.

“The key thing is not to take it personally. Someone might say no because they’ve had a bad day or because they’re going through something difficult.”

Instead of being discouraged, Ryan reframed rejection as part of the journey.

“If you expect nine rejections before one positive, every rejection actually brings you closer to that ‘yes’.”

The approach worked well for him and “I referred a number of friends from my MBA programme to the job,” he laughs.

The skills that shape leaders

Looking back, Ryan believes face-to-face fundraising taught him skills that formal education alone could not.

Confidence was one of the biggest.

“There was a time when I couldn’t comfortably speak in front of three people,” he says. “Now I can have a conversation with anyone.”

But the lessons went far beyond communication, working in face-to-face fundraising helped him to develop:

• confidence and communication

• empathy and listening skills

• resilience and persistence

• team leadership and motivation

• people and performance management

“When you’re leading a team of fundraisers, you’re managing emotions every day,” Ryan explains. “You’re motivating people who have faced a good deal of rejection all day. That teaches you real leadership.”

The practical learning often exceeded what he experienced in the classroom.

“Face-to-face fundraising doesn’t just raise money for charities – it builds leaders.”

 

Building face-to-face fundraising in India

Today, Ryan leads Gather Campaigns India from Bangalore, overseeing campaigns in a rapidly evolving market.

Face-to-face fundraising first appeared in India in the early 2000s, but it is still ‘new’ to many in the country.

“In the UK people have been seeing fundraisers for decades,” Ryan says. “In India many people are still encountering it for the first time.”

Yet the scale of the opportunity for growth is enormous. With a population of over 1.4 billion, a fast-growing middle class and changing attitudes towards giving, India offers huge potential for supporter recruitment.

“What excites me about India is the scale,” Ryan says. “The opportunity to reach people is massive.”

He has also seen attitudes towards fundraising careers change significantly.

“When I first started, my parents and relatives questioned why I was doing this job,” he says. “Now the younger generation sees it very differently.”

His own daughter recently told him she wants to become a fundraiser.

“When I started, people questioned why I would choose fundraising. Now young people see it as exciting and meaningful work.”

 

The opportunity of younger donors

One key difference between India and more established markets is the age of potential supporters.

India has one of the youngest populations in the world, with a majority under 35.

“Our typical donor might be around 30 years old,” Ryan explains.

That creates new opportunities – but also new expectations.

“Younger donors want engagement,” he says. “They want interaction, social media, and a real connection with the charities they support.”

For Ryan, adapting to this new generation will be crucial for the sector’s future growth.

Why face-to-face still matters

Despite the rise of digital fundraising, Ryan believes face-to-face remains one of the most powerful ways to build a charity’s supporter base.

The reason is simple: reach.

“With digital marketing you’re targeting specific audiences,” he says. “With face-to-face, everyone is a potential donor.”

That direct engagement has an impact beyond individual donations.

“If 1,000 people donate, there are probably another 9,000 who now know about the charity.”

In a country as large as India, that awareness can be transformative.

“Face-to-face doesn’t just bring in donors. It creates thousands more people who now know about your cause.”

Advice for the next generation

For fundraisers considering a long-term career in the sector, Ryan has simple advice: stay curious and stick with it.

“This job teaches you more than most people realise,” he says.

He regularly sees new recruits transform within weeks.

“I meet someone on day one and they’re nervous and shy,” he says. “Two weeks later they’re confident and leading conversations.”

That transformation is what keeps him passionate about the work.

“Face-to-face fundraising changes people,” Ryan says. “Not just the donors – the fundraisers too.” 

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Ryan's story is part of FACE VALUE, our series of case studies featuring charity leaders who started their careers in F2F Fundraising.

Follow Gather Campaigns on LinkedIn to stay tuned for the next installment!