Nick Henry on the long-term impact of face-to-face fundraising as a career

In this candid article, Nick Henry explores the long-term impact of face-to-face (F2F) fundraising as a career path, through the lens of his decades-long involvement in the sector. From street-level engagement to shaping national standards, it highlights how face-to-face continues to evolve and why its power lies in personal connection, professionalism, and perseverance.

For nearly three decades, Nick Henry (pictured) has dedicated his career to F2F fundraising. Now the Public Fundraising Manager at the Chartered Institute of Fundraising, his journey from a street fundraiser in Brighton to a key figure in shaping F2F standards highlights the enduring impact of this fundraising method. His story is one of resilience, professional growth, and a deep belief in the power of personal engagement.

An unexpected start in fundraising

Nick’s introduction to F2F fundraising was not the result of a carefully planned career move but rather a necessity. Moving to Brighton in 1998, he needed a job quickly and spotted an advert in local newspaper The Argus for a street fundraiser role. “I wasn’t sure it was an actual real job, but I applied anyway,” he admits. That decision marked the beginning of a lifelong commitment to F2F fundraising.

From those early days on the streets, Nick progressed through multiple roles, including Team Leader, Senior Team Leader, and Fundraising Manager at various agencies. In 2003, he transitioned to the charity sector as UK Face-to-Face Manager at Concern Worldwide UK, before taking on leadership positions focused on fundraising standards and compliance at the PFRA and later at the Chartered Institute of Fundraising.

The power of F2F

Unlike many who begin in F2F and later move into broader charity sector roles, Nick has remained committed to F2F itself.

"It didn’t inspire me to stay in the charity sector — it inspired me to stay in the F2F sector,”  he explains.

For him, the motivation lies in ensuring F2F fundraising is done professionally, making it as effective and impactful as possible.

Throughout his career, Nick has championed quality over quantity. It is, he says, a lesson he learned early on he has carried with him ever since. He also credits F2F fundraising with sharpening his spatial awareness — an unexpected but useful skill that has stayed with him throughout life. “You really become aware of how much space you take up on the pavement,” he says. “As a F2F fundraiser, you have to be careful not to block people’s paths, but even without intentionally doing so, that isn’t always easy in busy streets and you need to be hyper aware of your own presence.”

From fundraiser to leader

Nick’s transition into leadership followed a natural progression. “I went from fundraiser to team leader to senior team leader to team manager at an agency and then to UK manager at a charity,” he recalls. “It was mostly just being in the right place at the right time.”

He believes that F2F professionals are well-equipped for leadership roles in the charity sector.

“They’re often personable problem solvers who are relatively fearless,” he says. “The resilience required to succeed in F2F — handling rejection daily while staying motivated — translates well into senior positions where strategic thinking and perseverance are key.”

Understanding the evolution of F2F

Over the years, Nick has witnessed significant changes in the F2F industry. While the core of the job remains the same, technological advancements have transformed the way fundraisers operate.

“The basics of the job have largely stayed the same, but the tools that are used and the automated processing and backend are evolving all the time,” he explains.

One of the biggest shifts has been in donor journeys. “They’re completely different from how they were at the turn of the century,” he notes. Another major change has been the shift from street fundraising to private site fundraising, reflecting the evolving landscape of public engagement.

Despite these advancements, misconceptions about F2F persist. “People think fundraisers are all volunteers or that they’re all on commission,” Nick says, highlighting common misunderstandings about how the sector operates. However, the results speak for themselves.

“F2F really works. If it didn’t, charities wouldn’t still be doing it. That’s not exactly rocket science, but sometimes it's important to restate the obvious so that we’re reminded of the scale of impact this form of fundraising has on charitable causes.”

The future of F2F

When asked about the future of F2F, Nick remains pragmatic. “I’m no good at predicting evolution. I’m all about the here and now,” he says. However, he acknowledges that technology will continue to play a role, even jokingly wondering if robots will one day be able to do F2F.

For charities looking to harness the power of F2F fundraising, Nick’s advice is simple: get involved from the start.

“The F2F community is incredibly welcoming and supportive,” he says. “There’s a real belief that sharing ideas and experiences is not only the right thing to do but that what benefits one benefits all.”

The sector’s unique strength

What makes F2F so effective compared to other fundraising methods? For Nick, it’s all about the human connection.

“It’s the only channel that allows a fundraiser to build a rapport with a total stranger, make a case for support, and then, most importantly, look that stranger in the eye when asking for money.”

So perhaps that goes a long way to answering the AI robot question!

Key insights from Nick

• Career longevity is possible in F2F — F2F fundraising doesn't just have to be a stepping stone; it can be a fulfilling, long-term career with opportunities for growth, leadership, and impact.

• F2F teaches life skills you might not expect. Beyond communication and resilience, working in F2F sharpens real-world awareness such as personal presence in public spaces, which contributes to professionalism and empathy.

• Education is needed to clear up misperceptions. Despite its proven success, F2F fundraising is often misunderstood. Demystifying how it works — and who fundraisers are — is key to strengthening public trust and sector credibility.

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Nick'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!