Events

April Chapter Lunch Program -Barbara Coury, "Getting the visit, making the ask, and closing the gift"

CFRE Domain 2: Securing the Gift

Have you ever been at a loss at what to say to get a donor visit, make the ask and close the gift?  This presentation is a practical outline of things you can say when calling a donor to ask for an appointment and how to respond to donor objections.  We will also cover what needs to happen before you make an ask as well as how to close a gift if a donor seems unsure.  Fundraisers report that getting visits is often the hardest part of the job and sometimes it's the task that is put off the most due to call reluctance.  Learn how to combat call reluctance by knowing what to say during the fundraising process.

Barb Coury has been the Vice Chancellor for Development and the Foundation President of the North Carolina School of Science and Math (NCSSM) Foundation for the past four years, where she leads the team responsible for increasing and diversifying philanthropic revenue in support of the school.

Barb was formerly the National Director of Foundation and Federated Giving and Special Event revenue for the American Red Cross.  She was responsible for leading field-based fundraisers across the U.S. with a revenue line of $250 million annually. Prior to this position, she was the Chief Development Officer for the American Red Cross of Indiana for five years where she managed a large fundraising team.   Barb earned an executive MA in nonprofit management and philanthropic studies from the Lilly Family School of Philanthropy at IU (LFSOP), where she served as a member of the board.  In 2016, Barb was named the Outstanding Fundraising Professional for Indiana by the Association of Fundraising Professionals - Indiana (AFP - I) and later named the Outstanding Fundraising Professional by AFP International in 2017.  Barb is currently a member of the inaugural class of the first professional doctorate offered in civil society (PhilD) through the LFSOP at IU.