The Growth Game

Staffing firms that track KPIs and financial data are outgrowing the ones that don't. Here's what 70% of staffing-focused accounting work actually reveals. In this episode of The Growth Game Podcast, Paul DeLuca sits down with Tom Sena, CPA and Tax Advisor at UHY, to break down what the financials of hundreds of staffing firms reveal about growth, tax strategy, and operational clarity. W...

In this episode of The Growth Game Podcast, Paul DeLuca sits down with Andy Kohler, Staffing Insurance Broker at Marsh McLennan. They predict where the staffing industry is actually heading - and why the path looks different depending on who you are and how you're built. Andy works with staffing companies across the country on insurance, risk management, and workers' comp. He sees inside...

In this episode of The Growth Game Podcast, Paul DeLuca sits down with Mike Bartels, Chief Development Officer at Becker LLC, to break down what actually enables a staffing firm to scale, and what causes it to stall. With over 20 years of experience in business development and working closely with staffing firms on growth and M&A, Mike brings a practical perspective on what needs to be in plac...

In this episode of The Growth Game, Paul DeLuca sits down with Dave Meyercord, CEO of Buffalo Run Advisors, to unpack why so many firms stop growing and what it takes to break through to the next level. With a track record of driving growth through stronger culture, tighter operations, and better execution, Dave brings a practical perspective on what actually moves a business forward. They talk ab...

As staffing firms scale, the real pressure often shows up behind the scenes. In this episode of The Growth Game, Paul DeLuca sits down with Valerie Peer, Executive Vice President of Nixer Comp, a provider of workers’ comp solutions built for staffing firms, to unpack the four hidden costs that come with growth and why they matter more than most operators think. They dig into: ➡️ Why workers’ comp...

Staffing firms are still growing but margins are becoming the real focus. In this episode of The Growth Game, Paul DeLuca sits down with Sam Napoli, SVP of Sales & Marketing at Peoplease, to unpack what’s really driving growth in today’s staffing market, and why profitability is becoming the deciding factor. With nearly 20 years in the PEO space, Sam brings a deep understanding of how payroll,...

In this new episode of The Growth Game Podcast, Paul DeLuca sits down with Dave Kooiman, Founder and President of Arena Staffing. Dave specializes in placing skilled trade workers across construction projects. Together, they talk about how staffing firms can evolve from simply filling jobs to becoming true partners for their clients. You’ll hear:  🚀 How Arena Staffing built a niche in skilled tra...

Reintroducing: the AI recruiter who never sleeps. In this episode of The Growth Game Podcast, Paul DeLuca sits down with returning guest Sammy Singh, CEO of WurkNow, to revisit the hot topic of AI voice recruiting in staffing workflows—and what his team has observed since the first launch. Sammy breaks down how their AI recruiter (“Luna”) calls, texts, and qualifies candidates in multiple language...

What happens to staffing after 40+ consecutive months of decline and a complete break from GDP trends? In this episode of The Growth Game, Paul DeLuca sits down with Tom Kosnik, president of The Visus Group and leading staffing consultant, to unpack what’s driving the downturn and what opportunities are hiding inside it. They dig into: ➡️ Why the traditional hourly, transactional staffing model is...

X3 only staffs three trades, and that’s exactly why it works. In this episode, X3 CEO Darren Bolingbroke breaks down why specialization—coined “workforcing” by the X3 team—and a referral model that actually pays are helping flip the traditional temp staffing model on its head. Topic highlights Staying trade-lean means faster placements and stronger relationships A referral program that rewards the...

Are you a staffing founder or operator looking to grow without adding unnecessary complexity—or leaving revenue on the table? In this episode, Paul DeLuca sits down with Pat Peri, Founder & CEO of 33 North Group , to unpack how niche focus and cross-border staffing unlock growth. Pat is also an early Rostyr client of Meritus Capital’s—using the staffing industry’s first operating system to uni...

In this episode of The Growth Game, Paul DeLuca, CEO of Meritus Capital, sits down with Daniel Hixon, the founder of GoodWork, a new job board platform aiming to revolutionize healthcare staffing. Daniel shares his journey from building a fast-growing staffing agency to taking on giants like Vivian and Indeed. They dive into: Why most job boards are incentivized to fail How GoodWork only profits w...

Andy Kohler, VP at Marsh McLennan, joins The Growth Game Podcast live from the SIA Executive Forum in Miami. In this episode, Andy breaks down the most common insurance mistakes staffing firms make—and what you need in place to scale safely. 🎯 You’ll Learn: What most staffing firms overlook in coverage Why brokers aren't asking the right questions Key insurance terms staffing owners must und...

Jennie Dede, Head of Sales at LinkedIn, joins The Growth Game Podcast live from SIA Executive Forum in Miami to reveal exactly how staffing firms are scaling faster with the power of LinkedIn. In this episode, Jennie shares: ✔️ The 3 key tools staffing companies should be using on LinkedIn ✔️ Why content posting is your #1 branding advantage ✔️ How change management drives tech adoption (and growt...

What’s the one growth move most staffing firms overlook? Legal strategy. Ben Ebbink, partner at Fisher Phillips and head of their staffing practice, joins The Growth Game Podcast live from the SIA Executive Forum in Miami. In this episode, Ben shares critical insights on: ✔️ Why proactive compliance saves money and drives long-term growth ✔️ The top legal risks facing staffing firms in 2025 ✔️ Wha...

In this episode of The Growth Game Podcast, Kyle Cobb of Gallagher shares how staffing companies can scale faster—and safer—through smart risk management, laser-focused strategy, and industry-specific insurance planning. Live from the SIA Executive Forum in Miami, Kyle discusses: ✔️ The current state of the staffing market heading into 2025 ✔️ Workers comp challenges (and solutions) in California...

In this special Growth Game Podcast episode, Greg Moore and Larry Carnahan of Meritus Capital reflect on how real connections, the right tech stack, and trusted partnerships can make or break a staffing business. Recorded live at the SIA Executive Forum in Miami, this candid conversation dives into how conferences drive long-term brand awareness, the evolving role of technology, and why funding pa...

From launching her first staffing firm in the '90s to opening an international operation in Colombia, Gwen Gordon has done it all—and then some. In this episode of The Growth Game Podcast, live from the SIA Executive Forum in Miami, Gwen shares her journey from burnout to bold entrepreneurship, including how she's using offshore talent to grow smarter and stay lean. Hosted by Paul DeLuca...

Chad Ware joins The Growth Game Podcast live from SIA in Miami to talk about the power of strategic partnerships and how performance-based staffing models are changing the game. With a background in logistics and supply chain, Chad now leads growth at A1 Quality Logistics—bringing a client-first, data-driven approach to labor solutions. In this episode hosted by Paul DeLuca of Meritus Capital, you...

Can outsourcing be the secret to scaling your staffing firm without sacrificing quality? Dylan Hale of Penbrothers joins The Growth Game Podcast to break down how U.S. staffing agencies are leveraging international talent to boost productivity, reduce costs, and build flexible operations. In this episode, hosted by Paul DeLuca from the SIA Executive Forum in Miami, you’ll learn: ✔️ The real value...

In this episode of The Growth Game Podcast, Larry Carnahan and Adam Forbes of Meritus Capital explore what it takes to build, scale, and support successful staffing firms in today’s market. Live from the SIA Executive Forum in Miami, the conversation covers: ✔️ Building staffing companies from the ground up ✔️ Why people matter more than tech (but both are key) ✔️ Strategic partnerships that fuel...

What does it take to scale and successfully sell a staffing firm? Patrick Morin joins The Growth Game Podcast to break down the financial strategies, M&A trends, and key factors that drive business valuation. In this episode, hosted by Paul DeLuca of Meritus Capital, we discuss: ✔️ The critical factors that influence staffing firm valuation ✔️ How to position your company for acquisition ✔️ Fi...

In this episode of The Growth Game Podcast, Paul welcomes Adam Forbes, the newly appointed Senior VP of Partnerships at Meritus Capital. With over 20 years of experience in staffing and insurance, Adam shares his journey from launching his own staffing business to becoming a key player in helping agencies secure the funding they need to grow.  Join the conversation as Adam shares how an unexpected...

In this episode of The Growth Game Podcast, Paul sits down with Sammy Singh, CEO and co-founder of WurkNow, a digital staffing platform that’s changing the game for hourly workers. With over 25 years of experience in the industry, Sammy is leveraging AI solutions to make staffing simpler, faster, and more efficient.  Key topics include:  AI for pre-screening candidates, time tracking, and scheduli...

In this episode of the Growth Game Podcast, Paul welcomes Richard Wahlquist, CEO of the American Staffing Association (ASA).  Dedicating his career to making the staffing industry an accessible driver for economic growth and opportunity, Richard shares his journey from government affairs to leading the ASA. He highlights the association’s vital role in advocating for staffing firms, creating susta...