Matthew's story: The power of people inspiring people – how F2F shaped my career and path to leadership

Amy McGeever
Sep 22
4 min read

Graphic for FACE VALUE, our case study series featuring charity leaders who started in F2F Fundraising

With nearly three decades of experience in face-to-face (F2F) fundraising, Matthew Bergin’s career journey from street-level canvasser to Head of F2F at the International Rescue Committee exemplifies the transformational power of direct donor engagement. Rooted in resilience, empathy, and a passion for impact, his story offers insights into how F2F fundraisers can grow into influential leaders and why this fundraising channel remains as vital as ever.

For over 27 years, Matthew Bergin has been immersed in the world of F2F fundraising. His journey from street fundraiser to a senior leadership position in the charity sector is testament to the power of perseverance, adaptability, and genuine passion for the cause.

The first step into fundraising

Like many in the sector, Matthew’s introduction to F2F fundraising was somewhat serendipitous. One day, he stopped for a fundraiser, listened to their message, and signed up as a donor. At the time, he was working in sales but found himself uninspired. “I didn’t like my sales job, and I liked the message of change,” he recalls. That moment led to a complete career shift, launching him into his first role as a fundraiser.

What followed was a steady climb through the ranks: Team Leader, City Supervisor, Regional Manager, and eventually, roles at national and global levels, including VP of Operations and Global Head of F2F. Along the way, he also ran his own agency and worked as a consultant, gaining insight into multiple facets of the industry.

The F2F experience: building resilience and leadership

Spending nearly three decades in F2F fundraising has had a profound impact on Matthew’s leadership style. He attributes much of his professional growth to the challenges and rewards of direct dialogue with potential donors.

“F2F people are down to earth and resilient,” he says. “They care less for status and more for results, which I can relate to.”

One of the biggest lessons he learned in those early days was the importance of moving forward despite rejection. “Next. Move on. Don’t dwell. Remain focused on the outcome you want and don’t take anything too personally,” he advises. “People will always respond to people in time.”

Matthew describes his time in F2F as a “primary and formative experience” in leadership. Learning to motivate a team in a high-energy and often challenging environment was key to his development.

“Motivating people in an arena where, even when you win, the majority of people reject or ignore you demands empathy, an ability to inspire, and the skill to set clear directions.”

The DNA of a great F2F fundraiser

When asked what makes an effective F2F fundraiser, Matthew emphasises commitment and resilience. “Anyone who is prepared to learn and commit to the right behaviours can probably do it,” he says.

“People fall down when they take rejection personally or have naïve views about the public. To be successful, you need energy, drive, and solid communication skills. A sense of humour helps too!”

This toughness and adaptability are precisely what make F2F fundraisers well-suited for leadership roles in the charity sector.

“They care, they are used to listening to donors, influencing people, and they are tough. They go the extra mile.”

The evolution of F2F

Over the years, Matthew has witnessed the transformation of the F2F industry. “Fewer changes, more progression,” he notes. “Fundraisers now go on to become agency owners and directors in individual giving departments. At a basic level, training is more professional, with dedicated staff training teams, better coaching, management training, and improved interaction between charities and agencies.”

One of the biggest misconceptions about F2F, he says, is its value. “For two decades, digital has been ‘just about to replace’ F2F… yawn.” In reality, F2F remains the growth engine for charities that use it effectively.

“It’s still the best way to grow a base of sustainers while also learning about the public’s views and preferences.”

Advice for aspiring fundraisers and leaders

For those considering a role in F2F fundraising, Matthew offers a clear message:

“Being a F2F fundraiser isn’t a job you just do. It’s something you need to consider and then choose to live and learn.”

For F2F professionals aspiring to senior leadership, his advice is equally direct: “You can do it. Stay informed, build relationships, and be prepared to work through hierarchies. At an agency, be selective who you work for. Keep your passion and edge. That’s what makes you a F2F person and will help you stand out as a leader.”

The future of F2F

While the fundraising landscape has evolved, Matthew hopes F2F remains true to its core.

“Hopefully not too much change. Shiny and newer isn’t always better.

People inspiring other people — that’s more of what the world needs.”

He sees the future of F2F in refining how charities target the right people in the right places, ensuring more meaningful and effective interactions. For charities looking to harness F2F’s potential, he stresses the importance of alignment across the organisation.

“Get buy-in from all major stakeholders. Choose the right agents, set up properly behind the scenes to take payments and steward donors. Make the whole operation in tune with how F2F donors come to the organisation.”

Ultimately, what makes F2F unique and irreplaceable is its ability to:

“inspire and scale relatively quickly while making real connections.”

Matthew Bergin’s journey from fundraiser to charity leader is a testament to the power of persistence, passion, and the unparalleled impact of F2F fundraising. It’s a field that not only changes the lives of those it supports but also shapes the careers of those who commit to it.

Key insights from Matthew

F2F fundraising builds resilience, empathy, and leadership skills that are essential for progression into senior roles within the charity sector.
F2F remains one of the most effective tools for building long-term donor bases and understanding public sentiment.
The future of F2F lies in refining strategy, not replacing the model. Targeting the right audiences and securing organisational buy-in are key to unlocking its full potential.