When ChatGPT dropped, Scott Leff thought his content agency's run was over — instead, it clarified exactly what his team does that a model can't. He unpacks 17 years of building LEFF, the pandemic growth spurt that nearly tripled the team, and why founders can't outsource sales.

In this episode, Josh Hoffman and Scott Leff discuss:

• Building an agency from freelancing to ~40 people
• Pandemic as "rocket fuel" for B2B content demand
• Onboarding as a designed client experience
• AI pricing pressure and content quality
• Founder-led business development

Key Takeaways:

• Rapid growth can mask missing organizational muscles — work streaming in isn't the same as a business development capability.
• Technical depth is the moat. Anyone can write a feature-level piece on supply chain; connecting the dots for an expert audience is what signals credibility.
• Visibility and predictability build client confidence. Treat onboarding as a produced experience, not an email.
• Respecting senior executives' time — agendas, pre-reads, preparation — is a competitive advantage, not just etiquette.
• LinkedIn micro-targeting looked like fish in a barrel and was a dead end; systematic, intentional outreach through a CRM moved the needle instead.

"Nobody is a better evangelist for your company than you are." - Scott Leff

About Scott Leff:

Doug, Co-Founder of Turnkey Podcast Productions, is an entrepreneur and industry leader. His book, Nice Guys Finish First, is a #1 ranked Amazon bestseller. As a podcast host of The Nice Guys, Doug has interviewed Gary V, Arianna Huffington, John C. Maxwell, Pat Flynn, John Lee Dumas, and dozens of celebs.

Doug is a nationally recognized speaker, writer, and founder of TurnKey Podcast Productions, providing podcast production, editing, and launch services. His Nice Guys podcast, with over 1,500 episodes, has been downloaded over 6 million times in more than 175 countries.

Connect with Scott Leff:

Website: https://leffcommunications.com/

LinkedIn: https://www.linkedin.com/in/scottmleff/ | https://www.linkedin.com/company/leff-communications/home/

Substack: https://lefffield.substack.com/

Connect with Josh Hoffman:

Website: https://northpulse.awi/

LinkedIn: https://www.linkedin.com/in/jhoffman610/

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.