The Other Side

Richard Berks - Turning Charity Comms Into a Sustainable Freelance Career

• Jane Curtis

Share episode

What happens when a scientist trades lab notes for plain English stories that move donors to act? Richard Berks traces his path from research to charity communications to a sustainable freelance career, and the surprising tweet that sparked a community trusted by thousands for connection and clarity.

Richard shares the lesson many of us learn too late: offering everything is not a strategy. He breaks down how he narrowed his services to what medical research charities actually buy, offering donor-friendly content that shows how funding changes lives. We talk through shaping a niche without boxing yourself in, validating offers by listening to what clients repeatedly ask for, and setting boundaries that protect family time instead of burning it at conferences and events.

There’s practical marketing throughout: simple LinkedIn visibility, a “I’m now freelance” post, nudging ex-colleagues, joining sector directories, and sending respectful cold emails when you have a defined audience. We also explore the human side of freelancing- loneliness, winter slumps, and the mental load of working from home- and how small habits like a 20-minute walk, focus-friendly background audio, and a personal “energy playlist” can turn a slow afternoon into a productive one.

You’ll also hear how Charity Freelancer Chat began with a casual coffee invite, and became a monthly anchor for freelancers across the sector. 

You can connect with Richard and follow Charity Freelancer Chat on LinkedIn.

If this episode resonates with you, please subscribe, leave a review, and share it with a colleague who’s thinking about their own freelance leap.

Send us a text

Jane Curtis helps charity professionals transition from 9-5 employment to flexible and profitable freelance careers.

With over 20 years in the charity sector, she led teams that raised tens of millions of pounds from event fundraising before launching her own business in 2020.

She supported over 100 event fundraisers through her membership programme during the pandemic and now offers her signature "Charity Freelancing Course" programme alongside a high touch 1:1 programme for consultants, coaches and freelancers who want to be making more money, working fewer hours doing what they love and in person events such as The Rich & Restored Retreat. Jane also offers occassional strategic events consultancy to charities.

Known for her positive, creative approach and calm, no-nonsense style, Jane is a mum of two humans and one dog. She loves swimming, cycling, avocados and being by the sea.

Ready to transform your charity expertise into a profitable freelance career? Join Jane's Feel Good Freelancing community.

Connect here:

Instagram

LinkedIn

Facebook


The Other Side: The Charity Freelancer's Podcast explores the journey from c...

Jane:

Welcome to the Other Side, the Charity Freelancers Podcast. I'm Jane Curtis and this is where we explore the journey from charity professional to thriving freelancer or business owner. Each week I chat with individuals who've made this leap from the charity sector, sharing invaluable practical tips and incredible insights firsthand. So whether you're considering making the move or you're already on your freelance journey, you're in the right place. So grab yourself a cupper, settle in, and let's dive in to today's conversation. So I'm joined today by Richard Burks, who helps charities tell better stories about their life-changing research. Following a brief stint as a scientist, Richard joined a breast cancer research charity translating science into plain English to tell the charity's audience about the difference that research will make. A few years later, he and his young family moved to the North East of England where he took a chance and moved into freelancing. He continues to work with medical research charities, helping them tell their supporters about the life-changing research their donations are making possible. He also accidentally founded Charity Freelancer Chat, which helps bring freelancers working in the charity sectors together. So welcome, Richard. Lovely to have you here.

Richard:

Thank you for having me. Appreciate it.

Jane:

Yeah, not at all. Lots to talk about. First of all, we're going straight in at the deep end. What has been the very worst work advice you've ever received?

Richard:

Um I don't know if I've ever like received bad advice, maybe just took taken bad advice, if you know what I mean. Like I don't I don't know if people like have like maliciously gone out of their way to tell me something wrong. Um, but I I'm I'm guilty as anyone maybe as like chasing the the shiny objects uh and and perhaps just really didn't uh you know pursue things that weren't like the right for me. And um yeah, I at one point I was about to offer a service where I would go to uh you know scientific conferences and medical conferences on behalf of other charities to do it for them instead of them attending. And I was like, uh it took a minute for to think about it for myself. I was like, actually, if that if that takes off, then I'm basically away for like all the year round or like every weekend, I'll never see my family or anything. So um, yeah, that wasn't maybe the best idea. I'm kind of guilty of chasing things sometimes, but yeah, I'm sure there's an idea there though.

Jane:

There's something there, isn't there?

Richard:

About body double. I haven't figured it out yet, but yeah, we'll see. We'll see. Maybe there's maybe some, yeah, we'll figure it out.

Jane:

Well, we need an AI version of Richard to go and sit on these and conferences. Um, yeah, well, I completely relate to that as well. I think it's very hard to know without the benefit of experience, what to focus on first. And I think that is very common. Um, I hear that a lot. And there's so much conflicting advice out there as well, isn't there? Um I found out when I first started that I was I was leaning into a lot of non-charity sector freelance chat and um and and consultancy and and entrepreneurial kind of um advice, which was great and really mind expanding, but not hugely relevant to the work that I was intending to do. Um yeah.

Richard:

I think I think that's the challenge. I think you kind of learn that over time, don't you, as well, like what what kind of can work within the work that you do and and what you feel comfortable doing as well. And I think, you know, I've learned I've been doing freelancing for like seven years now, and it's it's I'm still learning all the time and still figuring it out, but I think I've gotten a little bit more comfortable with like going with my gut as to what feels right when it comes to things like you know, marketing and sales and that kind of stuff, you know. Where there's a lot of advice about how big and shouty you should be and or otherwise, and yeah, you find that you figure that out over time yourself.

Jane:

And it's not like one size fits all either, is it?

Richard:

Um no, absolutely not.

Jane:

Um, so tell me about charity freelancer chat, how that came about. You mentioned um, or I mentioned that you actually it was an accident really. So tell me about the motivation for starting that and how it yeah, how how did it start?

Richard:

Yeah, so um I was I'm part of another community called Doing It for Kids, which is like a freelance parents um community. And uh through that, um one of the members there had organised a uh meetup for um copywriters or content writers, and I thought I'd go along to that. And it was just really nice to start have like a bit of space to just talk about um people who get it, who just understand like what it's like and who do similar sort of things to you um and just hear their perspective and get their their viewpoints. So like it was a pretty boring like afternoon. I was you know feeling a bit of a slump and then and I thought, oh, I wonder if someone would be up for this in the charity sector, you know. I'm ca I was connected to a lot of people on Twitter at the time through the um that worked in the charity sector, like freelancers, and I was like, maybe someone would be up for this. So I I tweeted, like, oh, does anyone fancy a chat over a coffee? You know, let's chat about anything really, thinking that maybe like a couple of people would say yeah. And then there was like, I don't know, dozens and dozens of people said, like, yeah, yeah, let's do it, let's do it. And we ended up having so we organised it and hadn't a clue what we're doing. And then that was like that first meeting had like maybe 70 people there. And that was amazing. And uh, didn't have a clue what I was doing. I've never organised anything like that before. Um, but basically that was the first charity freelancer chat, and then um been doing it ever since, every month. Um and it's just been yeah, really lovely place to like connect with other freelancers and consultants working in the charity sector, you know, bring people together and and and yeah, do that thing where people just like talking to each other because with other people who get it, you know, who understand the sort of unique nature of what charities are like and how it freelancing within that and everything that comes with it, you know. And um, yeah, it's just it I guess the motivation is really easy now because it's just like a nice way to provide that space for people and uh it will continue as long as people are turning up. So that's a that's a promise and a threat, I guess.

Jane:

Yeah. Well, I mean, I've been to a few and there's a loads of people. I was really amazed. It was um yeah, huge turnout, which just shows there is an absolute need for something like that where people can just come together and um and I do find that one of the sort of downside, because I mean I'm obviously a big advocate of freelancing, I love it. Um, but one of the downsides definitely is feeling a bit lonely and like you don't have a team around you. Um uh so actually finding those kind of moments of connection, I think, are really you have to be quite intentional about it. It's less likely you'll come into lots of contact contact with people, unless you set your work up in that way. But um, but I found, especially over kind of the winter months, that I just often go, you know, weeks without seeing anyone other than my family, um, and some days not speaking to anyone else either, which I don't think is fantastic for me or my mental health. So um, so I think what you're doing is really, really important. I'm sure you hear that reflected back as well from other members who you join.

Richard:

Yeah, yeah, exactly. And I think you know, we we we we uh we try and tackle some big subjects in the uh in in in our talks. There's always like a suggested like conversation starter, but like mostly it's a chance for people to talk to another human being. Like and like you, I mean I can go a few days without leaving the house speaking to anyone else other than my my wife and kids. And it's like that's that's fine, but it you know, sometimes you just want to talk to someone, and then you know, someone remember telling me that the only people they ever really speak to are their clients because you and they can't always moan about their work to their clients, you know, it's not always appropriate. So um just having a chance to vent and you know let off some steam with other other people who sort of in the same boat, I think that's really valuable, definitely.

Jane:

Yeah, I totally agree. Well done. I think it's great. And um so it happens every month for people who maybe haven't been to one of those. What's the easiest or quickest way of finding out and joining?

Richard:

Um, so we uh I say we, I it's me that organises it basically. I sort of default to that we. Um so I've recently set up a LinkedIn uh page, I guess, for charity freelancer chat. So if you just search on LinkedIn for that, that will direct you to a um a web page that has a the you know a bit more information and the sign up page. I haven't got as far as getting like a custom domain or anything like fancy like that. So it's it's it's it's a bit of a weird route to get to it. But uh if you find that me or um or on LinkedIn, uh uh Charity Freelancer chat will you'll find us eventually, I suppose.

Jane:

Yeah, yeah, yeah, yeah. Um yeah, I know. I mean it's one of those, again, it's a bit of a shiny object, isn't it? That probably you could spend your entire week just focus on promoting that and um creating a lovely sign-up page and all the rest for it. But it's where is your time best spent, I guess. Um and it obviously works because people are coming to it. So um, yeah, well done. Uh you mentioned um the group, the networking group that you were in before. Um, we will link to all of this, by the way, into in in the notes underneath the the um the show. So so we'll make sure the links are in there. Um but you mentioned something about the mid-afternoon slump. So I'm I'm curious as to what do you do to get yourself through those mid-afternoon slumps? Because I think that is a common uh shared challenge that we perhaps feel when we work from home.

Richard:

Yeah, absolutely. I mean, I'm I'm a bit of a morning person anyway, so I tend to have a big energy in the morning and then you know, kind of a bit of a slowdown the afternoon. Um although to be fair, lucky, I don't think I've ever met anyone who's like full of energy in the afternoon anyway, but maybe there are people out there that do that. But for yeah, for me, afternoons are a bit of a slump. Um I'm a bit of a grazer when it comes to working from home, so I kind of like like to walk around and eat things. Uh it doesn't always help healthy, but um I think the biggest pick-me-up I have is probably just going out for a little walk. I'm I'm lucky, I'm lucky that I live next uh very near to a a really nice park. And you know, just 20 minutes around there is like really just clears the head and feeds the soul, you know. But just moving your body, if nothing else, just getting out and getting away from the desk just does that's a a big one. I think I can spend too long just trying to push through, and then I realise if I just spent a little bit of time out away from the thing and then come back to it, I get much more done and just feel a bit better about it. So yeah, a bit of a walk away from a desk is always helpful for me.

Jane:

Yeah, definitely. And what's your smack of choice when you're grazing?

Richard:

Whatever's in the house. So I mean it'll be like, you know, if there's some fruit around, that's fine, but if there's chocolate around, but that's that's also good as well, you know. It's just just just whatever whatever whatever I have, you know, the usual snacks.

Jane:

Yeah, yeah, yeah. I think it's one of the um byproducts of having children as well. There's always seems to be some snacks in our house, and they're not they don't they're not always the healthiest either. We get those little packs of um uh like ice gems and you know uh those little mini jammy dodgers and things like that. And kind of kid yourself that they're just quite small and child size, so it's okay to have a few.

Richard:

Um yeah, it's a dangerous time after like Halloween or something like that, where like they collected all this these little packets of sweets and stuff, and like it's basically just me eating them all.

Jane:

You're doing them a favour there, Richard, you know.

Richard:

I say that it's like I'm I'm saving on dentist bills in the future.

Jane:

Exactly, exactly. Sugar's not good for them. It's fine. Um, so tell me if you were to rewind seven years and have your time again, like what would you do differently with the benefit of kind of hindsight, or what advice would you give Richard seven years ago as to how to set things up? And yeah, what would what what would you say?

Richard:

I think um the mistake I made early on was trying to offer everything to my clients. Like I I came from a job that I, you know, I I guess like a lot of freelancers, I I I basically take took my job that I was doing in-house and then decided to do it freelance. And and you know, with those early days, I was like pretty much offering everything I did in-house to as a freelance client. So you know, people would approach me and say, Oh, what kind of things you offer? And I just give them a huge list of things. These are all the things I've ever done, and I can do them all now. So, you know, hire me. And then number one, that's like overwhelming for them, you know, it's it's just too much to to offer. Um, but on the other hand, the the second thing the the lesson I learned was that uh, yes, there's a load of stuff that I can do skills-wise, but uh there's only a small subset of that that people are willing to pay me for, to people are willing to outsource and that have the budget to do. So um it took me a while to learn that lesson. And so now I guess my offer is quite um, it's not it's not tiny, but it's like there's very specific limited things that I sort of publicly talk about. Obviously, I can do more than that. And if people were to approach me and say, Oh, can you do this, then I would consider it. But I think when you I I can be a bit more focused in terms of like saying these are the things I do, which makes it a little bit less overwhelming and makes it easier for me to talk about them as well. And then I don't end up offering crazy things like going to people's conferences on their on their behalf and stuff like that. That wouldn't work for me personally. Um, so yeah, that's it. Yeah, that's the lesson I've learned.

Jane:

And that that is such a valuable lesson, and it's uh I mean, I think it's very common, isn't it, to just sort of when you step out, not really necessarily give yourself that time or space to think about what it is you actually want to do rather than just doing the job that you were doing when you were employed. And um, it's an opportunity to really reset, isn't it? And to kind of create some new um boundaries or like non-negotiables, like you know, what what is it that you really enjoy doing and really lights you up? And um yeah, so how did you come to the conclusion that what you're offering now was the thing that charities really wanted? Like, how did that come about?

Richard:

Um, I think it really started with the kind of things that I get asked about often, you know, it was like people keep on coming back to me to ask me to say, write a nice, easy to understand summary for a research project that that charity's funding. And you know, if they've got a whole batch of those in-house, for example, you know, like they've funded 10 projects, they just need to let someone to take that off their hands and do that, then I can be that person. Um but you know, other things like saying, I don't know, writing a report to a donor about what's happened in a in a research project that they've funded personally, you know, that's something that I did in-house, but it's not necessarily something that a charity is willing to outsource without all the background knowledge and it's a lot more effort than really it's worth for them. So I mean, obviously if someone approached me to do that, I'd be happy to do it, but it's not the kind of things I get asked a lot to do. So it is like what the kind of things that I get asked a lot to to provide, and but mostly as well, just like actually talking to clients and asking them, you know, what they're facing, what what they what their challenges are, and what kind of and then thinking, okay, well, how might I be able to what could I offer them that could solve that problem for them? Um I think it's yeah, it's those two things, like just noticing what people come approach you for, and then also just directly talking to your potential clients about what what they're struggling with.

Jane:

Yeah, yeah, yeah, yeah. I love that. But I love how you uh describe your offer as well on LinkedIn. I think it's so super clear. It's um and that can be one of those, yeah, it's a bit of a rite of passage, I think, also, because it's natural to think that you want to tell people that you can do everything and that you're a smartly talented, you know, individual, which you will be, and um, but actually that doesn't help um often because it's sort of like you you need to be able to just tell them one thing that they can really hook onto, and then yeah, once you get signed up, you can offer them other things, can't you? And um uh it's like the shop window, isn't it? It's sort of what you're sort of, yeah.

Richard:

Yeah, and I think I think I mean I the the area I work in is a bit pretty niche in terms of the the kind of charities I work with, you know, it's just medical research charities basically, and the kind of things that I do. Um and I've kind of learned over time that's okay. And I could I guess I've taken the approach of becoming a specialist in that area. And I know there's plenty of people who are more of a generalist who work on a wide range of charities and you know, on lots of different things, and that's fantastic as well, if that works for them. And I guess whatever you do, however approach you take, you've got to find the way that works for you, but also find a way of describing that that is going to appeal to whoever you're trying to appeal to, you know.

Jane:

Yeah.

Richard:

Um whether it's kind of like your approach to your work or whether it's your kind of your personality and the way that you do things and and uh the kind of people you like to work with, and whatever that kind of niche is, you know, in a sense, there's lots of different ways to to to to niche, I guess.

Jane:

Absolutely.

Richard:

It's not just about the clients that you work with.

Jane:

No, and if you're too broad, you kind of miss the boat on it, you know, you can kind of miss it on every level, actually. I think there is a tendency to think that you're going to be narrow really limiting yourself to opportunities, but I think the more specific you can be, um, the easier you are to find exactly, like you said, and um and to attract the right kind of clients. So um how do where do you find most of your work? I it it sounds like you're you're doing well, you've got a pipeline, or do you have retainers? Like, how does it work for you?

Richard:

Um, so I have a bit of a mix. So I have some clients that I've worked with uh over a long period of time, um, and sort of regular work, like writing blog posts, for example. Um, and then other clients who I do kind of one-off projects uh that maybe last a month or two or a few months maybe. Um and it's it's kind of a bit of a mix. And I suppose how did I find those clients? Well, I again a real mix. Like some of it, I remember my very first client who I still work with. I think I tweeted, like, I'm now freelance. Get in touch if you want any help. And then they did. So it was like that's my that was that worked somehow. Yeah. Um, but then you know, other things like being on like directories like um like charity comms, for example, um, there's a freelance directory if you remember, um, and other there's other things like that. Um and I guess you know, relying upon the network you already have, and you know, if you've worked in-house, like speaking to people you've worked with in the past, who may be working at other charities, or like people, you know, other freelancers who are like, you know, working in similar areas or sort of complementary areas. I guess I've you know um worked with a few freelancers in the past who've like said, Oh, I I can't do this, but can you I know this is your area, could you could you help me out with this? And then that's led on to other work and things like that. I I guess um yeah, you never know who how these things happen. And it and you're you know, I clients come to me via like someone that they used to work with mentioned me from a previous job, and it's sort of you can't like predict that how that's gonna happen. So I suppose keep your eyes open and and and then also has um recently been just a cold email directly to relevant people. I suppose that uh you know, in in the area work I do, I I have the benefit of being sort of a special specialist and the kind of things I do. So it is I can be quite direct and say, these are the things I offer, would you offer a chat? And and that's that has had some success. So um yeah, uh I certainly would wouldn't rule that out for anyone thinking about how they're going to speak to the right people, you know.

Jane:

Yeah, I mean I echo all of that, and I think one of the um things you mentioned just tweeting about, you know, I'm freelance, and um uh sometimes we overlook the most simple kind of, you know, we think it needs to be more complex than it does, but actually just sending an email to some people that you used to work with could be the thing that just opens one door, or or even if it doesn't directly through them, like you said, they'll mention it to somebody else. And um, I've had a lot of success with going back to former colleagues who who I guess already know, like, and kind of trust me, um just sort of saying I've got some availability coming up, like if you hear of anything, let me know. And so that will always lead to something, like even if it's not directly. So um doing some of those quite obvious um uh yeah approaches, I think is is definitely worthwhile.

Richard:

Um definitely on social media in particular, I think we're quite a lot of the advice you might see is feels like oh, you just gotta kind of talk about things you're interested in and you know give value in terms of like giving tips and advice freely on the internet, and that's fine, but you also can just talk about what you do and remind people that you actually are a freelancer who does these things and you can help them, and you shouldn't overlook that.

Jane:

No, absolutely not. I think sometimes we're too um reserved about telling ourselves, but actually that is kind of what we have to do, right? That shouldn't be sort of looked down upon. Um I don't think I asked you this already, but maybe I did. I don't think I did. Um what do you listen to music while you're working? Do you have like podcasts that you always tune into? What's what are your listening habits?

Richard:

Um I have a a boring answer to that and an embarrassing answer to that. So the boring answer is I don't listen to music while I'm working. I guess get too distracted by it. Yeah, but I do I do listen to um a music service called Brain FM, which is kind of like background, ambient background music, but you can kind of choose what style it is. It's kind of meant they say it's meant to improve your productivity and all that, but um I find it just very useful to sort of keep myself focused and make sure I don't get too distracted for too long because it's always helps me to sort of bring it back. Um it was I did start off like listening to white noise and stuff, and that's fine, but it kind of got a bit boring after a while. So I guess Brain FM's a bit step up from white noise, I suppose for me. Um the embarrassing answer is I also have a playlist that I don't listen to in while working, but it's something I listen to when I'm feeling like I needed a bit of an energy boost, like maybe before a call or before you know for a bit of a mid-afternoon slump or something. So that's got like a load of stuff that gets me feeling pumped and stuff.

Jane:

Oh, and you've got to name some of them now.

Richard:

Oh, blinding, name you asking me. Um loads of random stuff on it. Got some uh future heads, some like at the drive-in, some PJ Harvey, Little Sims, uh Flying Lotus, um, run the jewels, and like just like a load of a load of stuff, just for things that I can like quickly skip through and feel like a bit of a boost, you know.

Jane:

That's all very respectable. I thought you were gonna say something Backstreet Boys.

Richard:

Wouldn't rule it out as long as it you know, you know. I don't know where that came from.

Jane:

That's not that's not on my list, by the way. But no shade if it's on anyone else's.

Richard:

Absolutely not. That's fine. It's just whatever, you know, it's one of those things you find something that works for you and uh and and and run with it, you know. But it's just for me. I'm not I'm not sharing it with anyone else.

Jane:

Yeah, yeah, no, I love that. I think that's great. In fact, I've tried I've experimented a little bit with making playlists for some of my training and just having, you know, when people have to do a little bit of thinking work, having some background music, haven't quite worked it out on Zoom, like how to do it so that they can hear it um effectively. I know there are various settings that you can do so they can hear your audio better, but um the one time I tried it, they couldn't hear anything, so it was like, oh um, but when we come together in person, I think that's such a lovely thing to have to have some um yeah, playlists that will remind people of that event. So yeah, I love that. Um okay, well, I think we're almost at the end of your uh your the questions, which I hope it hasn't been too painful. Um how can people find out more about you? Uh what would be the best, what's your best route to get to you?

Richard:

Um I spend more time than I'm willing to admit on on LinkedIn these days. So that's probably the best way to find me. Um I mean you can search for my name, uh Richard Burks, B-E-R-K-S, on on Google, but also on LinkedIn, and I'll be there. So that's probably the easiest way to find me. And also charity freelance chat on on LinkedIn as well.

Jane:

Brilliant. That's great. Um, thank you so much. I've really enjoyed our chat. Um, and I'm yeah, looking forward to coming to the next charity freelance chat, which I think, depending on when this goes out, may or may not have already happened, I'm not sure. Um but I'm hosting it, so um I'm looking forward to that. It'll be really good. Um thank you so much, Richard, and um I will see you again next time. Yeah, yeah, thank you. That's a wrap on another episode of the other side. If you enjoyed this episode, please consider sharing it with a colleague who might be thinking about their own freelance journey. And if you haven't already, make sure to subscribe so you don't miss any future episodes. Remember, freelancing doesn't have to be a lonely journey. Whether it's joining communities like the Charity Freelancer Chat or signing up to the Charity Freelancing course or simply reaching out to former colleagues, connection is key to thriving as a freelancer. You can find all the links and resources we mentioned today in the show notes, and if you want to connect with me, you can find me on LinkedIn, where you can also sign up to the Charity Freelancing course wait list. Until next time, keep exploring what's possible on the other side.