Building a Culture of Philanthropy: Insights from Fundraising Expert Sara Leonard

In this episode, we’re joined by Sara Leonard, an experienced nonprofit consultant and founder of the Sara Leonard Group. Sara shares her expertise on what it takes to build a strong culture of philanthropy within organizations. From training board members and executive directors to running successful capital campaigns, Sara dives into the strategies that drive fundraising success.

We discuss the importance of preparing for campaigns the right way, the nuances of naming opportunities, and how clear policies can prevent future donor challenges. Plus, Sara explains why fundraising isn’t about guilt—it’s about creating meaningful connections.

Whether you’re a board member, nonprofit leader, or just curious about the world of fundraising, this episode is packed with practical advice and memorable stories (like why Sara once took a photo in a bathroom at the Georgia Aquarium!).

Sara’s Website

Sara’s Linkedin

Timestamps:

(00:00) Introducing Sara Leonard, Sara Leonard Group

(02:35) Types of fundraising

(06:05) What conditions must exist for a nonprofit to be successful at fundraising?

(08:00) Board’s role in fundraising and common misunderstandings

(11:00) How long does it take to develop a culture of philanthropy?

(14:00) Dynamics between Executive Directors and Development staff

(16:00) When do people bring Sara in to consult?

(19:00) Strategy behind naming opportunities

(24:30) Recapping with Read