The Growth Game

S4: EP 3: Staffing KPIs & Tax Planning Explained | Tom Sena

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. With a background that includes public accounting, startup CFO experience, and a national staffing practice led by 20-year industry veteran Jerry Grady, Tom brings a ground-level perspective on what separates staffing firms that are scaling from the ones running in place. They talk about: 🔎 Why a gut feeling isn´t a way to run a staffing firm. 🔎 How staffing data and margin visibility is becoming the real growth differentiator. 🔎 How multi-state tax complexity compounds fast and why staffing firms expanding across state lines need expert guidance early. 🔎 What Tom sees across his client base that separates the firms moving forward from the ones standing still. 👉 If you're running a staffing firm and making decisions without a clear handle on your numbers, this conversation will show you exactly what you're missing, and what it's costing you. #PayrollFunding #InvoiceFactoring #StaffingIndustry #StaffingKPIs #StaffingGrowth Connect with Thomas Sena (UHY-US) Website | https://uhy-us.com/professionals/tom-sena [https://uhy-us.com/professionals/tom-sena] LinkedIn  | https://www.linkedin.com/in/thomas-sena-cpa-pfs/ [https://www.linkedin.com/in/thomas-sena-cpa-pfs/] Paul DeLuca LinkedIn |   / merituscapital [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGJhYkQtMURaMHdBclBpQVBOWUhuZWhFT1BlUXxBQ3Jtc0tuc2QtUnNHX1JnRDRoT3ZOM2dCTml3QWVDWEE3OE1fUk1sMFN4RV9yMXlsdV9iQl9zdVhuMFJlWFpmVmhrLU5JeWxuMlBIY0FwYUpKTGtpXzBCcmdjQ1JFWEpzODN6Q3dKVlY1UTRPWjAwS2NWaDR4UQ&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fmerituscapital%2F&v=BbCBEt3y2MU] Meritus Capital LinkedIn |   / meritus-capital-inc- [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1BzNXREX1RJT1I5bDFiNzBoblNaN0JveVc1UXxBQ3Jtc0ttS3JXZXdRaE5hamlDWkFRZ0VVZG1Cb0xtUWdzWXBKdlRzcjRYd1Exc2RjbmJMUGpXODJRaHcyU0V1ZmlRZ3I0eE5EVXgtOHBpQnZtUW1DemJ3M0VyQVBjQzl0Qm9IelVwUjRNd2EzaXQwaU1PcjlQSQ&q=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fmeritus-capital-inc-&v=BbCBEt3y2MU] Website | https://www.merituscapital.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0thN1UwWFpJT3IxcXBlX0xlNDNYWG44cFpDZ3xBQ3Jtc0tuWWpSWXBST2E0ejBsd1VhRkxWWjBFZ1cyWmJ1TmpfQWVROEJEMkpJeUZTRmlPTHN0aDdKMmNBZ29IZXFhVWlGUzhORzR6UlVVZVdRanlZdlVZWm9uTEd4TktLXzZEY05hRE5WLWNQczdUNlBHYnBCcw&q=https%3A%2F%2Fwww.merituscapital.com%2F&v=BbCBEt3y2MU] Rostyr, Powered by Meritus Capital Website | ... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjA4dUZWZU9jejNNV0lIWTlvcEVhaXl1N2VlQXxBQ3Jtc0tsU3hDY1IwOUUyOGljcU5qbFZVbEM5ajA1RzJxZDlMWnN1RlZUdEplQm9BSUo3eWZFRnpYZmR0SklXOV9wWEN0aDI0enEtLVplOXdCVEhSeS1qd0ZwM0hwcmR4MkJ4LVNfV05zMzFQc2dUSm5rU1pIaw&q=https%3A%2F%2Fwww.rostyr.com%2F&v=BbCBEt3y2MU]

S4: EP 2: The Tool is Only as Good as the Operator | Andy Kohler (Marsh McLennan)

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 hundreds of firms, including the exposures and operational gaps that most people don’t discuss openly. Topics include: 🔎 Why middle market light industrial is gaining ground (and who's losing it). 🔎 Where skilled trades and construction are headed over the next few years. 🔎 How technology is functioning as a force multiplier. 🔎 The incoming workers' comp market. 🔎 Why insurance should be treated as an investment, not a sunk cost. 👉 If you're running a staffing firm and haven't audited your risk program lately, this conversation calls out what you might be missing. Connect with Andy Kohler (Marsh McLennan) Website | https://marshmmamidwest.com/ [https://marshmmamidwest.com/] LinkedIn  | https://www.linkedin.com/in/andybkohler/ [https://www.linkedin.com/in/andybkohler/] Paul DeLuca LinkedIn |   / merituscapital [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGJhYkQtMURaMHdBclBpQVBOWUhuZWhFT1BlUXxBQ3Jtc0tuc2QtUnNHX1JnRDRoT3ZOM2dCTml3QWVDWEE3OE1fUk1sMFN4RV9yMXlsdV9iQl9zdVhuMFJlWFpmVmhrLU5JeWxuMlBIY0FwYUpKTGtpXzBCcmdjQ1JFWEpzODN6Q3dKVlY1UTRPWjAwS2NWaDR4UQ&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fmerituscapital%2F&v=BbCBEt3y2MU] Meritus Capital LinkedIn |   / meritus-capital-inc- [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1BzNXREX1RJT1I5bDFiNzBoblNaN0JveVc1UXxBQ3Jtc0ttS3JXZXdRaE5hamlDWkFRZ0VVZG1Cb0xtUWdzWXBKdlRzcjRYd1Exc2RjbmJMUGpXODJRaHcyU0V1ZmlRZ3I0eE5EVXgtOHBpQnZtUW1DemJ3M0VyQVBjQzl0Qm9IelVwUjRNd2EzaXQwaU1PcjlQSQ&q=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fmeritus-capital-inc-&v=BbCBEt3y2MU] Website | https://www.merituscapital.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0thN1UwWFpJT3IxcXBlX0xlNDNYWG44cFpDZ3xBQ3Jtc0tuWWpSWXBST2E0ejBsd1VhRkxWWjBFZ1cyWmJ1TmpfQWVROEJEMkpJeUZTRmlPTHN0aDdKMmNBZ29IZXFhVWlGUzhORzR6UlVVZVdRanlZdlVZWm9uTEd4TktLXzZEY05hRE5WLWNQczdUNlBHYnBCcw&q=https%3A%2F%2Fwww.merituscapital.com%2F&v=BbCBEt3y2MU] Rostyr, Powered by Meritus Capital Website | ... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjA4dUZWZU9jejNNV0lIWTlvcEVhaXl1N2VlQXxBQ3Jtc0tsU3hDY1IwOUUyOGljcU5qbFZVbEM5ajA1RzJxZDlMWnN1RlZUdEplQm9BSUo3eWZFRnpYZmR0SklXOV9wWEN0aDI0enEtLVplOXdCVEhSeS1qd0ZwM0hwcmR4MkJ4LVNfV05zMzFQc2dUSm5rU1pIaw&q=https%3A%2F%2Fwww.rostyr.com%2F&v=BbCBEt3y2MU]

S4: EP 1: The Foundation Behind Staffing Growth | Mike Bartels (Becker LLC)

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 place before growth can happen. They talk about:  📈 Why growth breaks without strong operations.  📈 What “keeping your house in order” really means.  📈 The role of funding, legal, and insurance partners.  📈 How internal alignment impacts performance.  📈 When to grow organically vs through acquisition. 👉 If you're trying to scale your staffing firm, this conversation offers a clearer look at what needs to be built behind the scenes before growth can actually hold. Connect with Mike Bartels (Becker LLC) Website | https://www.becker.legal/our-team/michael-bartels/ [https://www.becker.legal/our-team/michael-bartels/] LinkedIn  | https://www.linkedin.com/in/michael-bartels-7421a09/ [https://www.linkedin.com/in/michael-bartels-7421a09/] Paul DeLuca LinkedIn |   / merituscapital [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGJhYkQtMURaMHdBclBpQVBOWUhuZWhFT1BlUXxBQ3Jtc0tuc2QtUnNHX1JnRDRoT3ZOM2dCTml3QWVDWEE3OE1fUk1sMFN4RV9yMXlsdV9iQl9zdVhuMFJlWFpmVmhrLU5JeWxuMlBIY0FwYUpKTGtpXzBCcmdjQ1JFWEpzODN6Q3dKVlY1UTRPWjAwS2NWaDR4UQ&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fmerituscapital%2F&v=BbCBEt3y2MU] Meritus Capital LinkedIn |   / meritus-capital-inc- [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1BzNXREX1RJT1I5bDFiNzBoblNaN0JveVc1UXxBQ3Jtc0ttS3JXZXdRaE5hamlDWkFRZ0VVZG1Cb0xtUWdzWXBKdlRzcjRYd1Exc2RjbmJMUGpXODJRaHcyU0V1ZmlRZ3I0eE5EVXgtOHBpQnZtUW1DemJ3M0VyQVBjQzl0Qm9IelVwUjRNd2EzaXQwaU1PcjlQSQ&q=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fmeritus-capital-inc-&v=BbCBEt3y2MU] Website | https://www.merituscapital.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0thN1UwWFpJT3IxcXBlX0xlNDNYWG44cFpDZ3xBQ3Jtc0tuWWpSWXBST2E0ejBsd1VhRkxWWjBFZ1cyWmJ1TmpfQWVROEJEMkpJeUZTRmlPTHN0aDdKMmNBZ29IZXFhVWlGUzhORzR6UlVVZVdRanlZdlVZWm9uTEd4TktLXzZEY05hRE5WLWNQczdUNlBHYnBCcw&q=https%3A%2F%2Fwww.merituscapital.com%2F&v=BbCBEt3y2MU] Rostyr, Powered by Meritus Capital Website | ... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjA4dUZWZU9jejNNV0lIWTlvcEVhaXl1N2VlQXxBQ3Jtc0tsU3hDY1IwOUUyOGljcU5qbFZVbEM5ajA1RzJxZDlMWnN1RlZUdEplQm9BSUo3eWZFRnpYZmR0SklXOV9wWEN0aDI0enEtLVplOXdCVEhSeS1qd0ZwM0hwcmR4MkJ4LVNfV05zMzFQc2dUSm5rU1pIaw&q=https%3A%2F%2Fwww.rostyr.com%2F&v=BbCBEt3y2MU]

S3: EP 8: People Drive Staffing Growth | Dave Meyercord (Buffalo Run Advisors. LLC)

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 about: 📈 Why growth stalls.  📈 What alignment actually looks like.  📈 How culture drives results.  📈 Where leadership gets it wrong. 👉 If you feel progress in your company has slowed, this conversation offers a clearer perspective on what may be holding your team back, and how to move forward. Connect with Dave Meyercord (Buffalo Run Advisors. LLC) Website | https://davidmeyercord.com/ [https://davidmeyercord.com/] LinkedIn | https://www.linkedin.com/in/dave-meyercord/ [https://www.linkedin.com/in/dave-meyercord/] Paul DeLuca LinkedIn |   / merituscapital [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGJhYkQtMURaMHdBclBpQVBOWUhuZWhFT1BlUXxBQ3Jtc0tuc2QtUnNHX1JnRDRoT3ZOM2dCTml3QWVDWEE3OE1fUk1sMFN4RV9yMXlsdV9iQl9zdVhuMFJlWFpmVmhrLU5JeWxuMlBIY0FwYUpKTGtpXzBCcmdjQ1JFWEpzODN6Q3dKVlY1UTRPWjAwS2NWaDR4UQ&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fmerituscapital%2F&v=BbCBEt3y2MU] Meritus Capital LinkedIn |   / meritus-capital-inc- [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1BzNXREX1RJT1I5bDFiNzBoblNaN0JveVc1UXxBQ3Jtc0ttS3JXZXdRaE5hamlDWkFRZ0VVZG1Cb0xtUWdzWXBKdlRzcjRYd1Exc2RjbmJMUGpXODJRaHcyU0V1ZmlRZ3I0eE5EVXgtOHBpQnZtUW1DemJ3M0VyQVBjQzl0Qm9IelVwUjRNd2EzaXQwaU1PcjlQSQ&q=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fmeritus-capital-inc-&v=BbCBEt3y2MU] Website | https://www.merituscapital.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0thN1UwWFpJT3IxcXBlX0xlNDNYWG44cFpDZ3xBQ3Jtc0tuWWpSWXBST2E0ejBsd1VhRkxWWjBFZ1cyWmJ1TmpfQWVROEJEMkpJeUZTRmlPTHN0aDdKMmNBZ29IZXFhVWlGUzhORzR6UlVVZVdRanlZdlVZWm9uTEd4TktLXzZEY05hRE5WLWNQczdUNlBHYnBCcw&q=https%3A%2F%2Fwww.merituscapital.com%2F&v=BbCBEt3y2MU] Rostyr, Powered by Meritus Capital Website | ... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjA4dUZWZU9jejNNV0lIWTlvcEVhaXl1N2VlQXxBQ3Jtc0tsU3hDY1IwOUUyOGljcU5qbFZVbEM5ajA1RzJxZDlMWnN1RlZUdEplQm9BSUo3eWZFRnpYZmR0SklXOV9wWEN0aDI0enEtLVplOXdCVEhSeS1qd0ZwM0hwcmR4MkJ4LVNfV05zMzFQc2dUSm5rU1pIaw&q=https%3A%2F%2Fwww.rostyr.com%2F&v=BbCBEt3y2MU]

S3: EP 7: Bigger Isn’t Always Better | Valerie Peer (Nixer Comp)

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 is more than just an expense. ➡️ How claims and misclassification quietly impact margins. ➡️ The role of cash flow in managing insurance structures. ➡️ Why operational discipline becomes critical as companies grow. Connect with Valerie Peer (Nixer Comp) Website | https://www.nixercomp.com/ [https://www.nixercomp.com/] LinkedIn | https://www.linkedin.com/in/valeriepeer/ [https://www.linkedin.com/in/valeriepeer/] Paul DeLuca LinkedIn |   / merituscapital [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGJhYkQtMURaMHdBclBpQVBOWUhuZWhFT1BlUXxBQ3Jtc0tuc2QtUnNHX1JnRDRoT3ZOM2dCTml3QWVDWEE3OE1fUk1sMFN4RV9yMXlsdV9iQl9zdVhuMFJlWFpmVmhrLU5JeWxuMlBIY0FwYUpKTGtpXzBCcmdjQ1JFWEpzODN6Q3dKVlY1UTRPWjAwS2NWaDR4UQ&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fmerituscapital%2F&v=BbCBEt3y2MU] Meritus Capital LinkedIn |   / meritus-capital-inc- [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1BzNXREX1RJT1I5bDFiNzBoblNaN0JveVc1UXxBQ3Jtc0ttS3JXZXdRaE5hamlDWkFRZ0VVZG1Cb0xtUWdzWXBKdlRzcjRYd1Exc2RjbmJMUGpXODJRaHcyU0V1ZmlRZ3I0eE5EVXgtOHBpQnZtUW1DemJ3M0VyQVBjQzl0Qm9IelVwUjRNd2EzaXQwaU1PcjlQSQ&q=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fmeritus-capital-inc-&v=BbCBEt3y2MU] Website | https://www.merituscapital.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0thN1UwWFpJT3IxcXBlX0xlNDNYWG44cFpDZ3xBQ3Jtc0tuWWpSWXBST2E0ejBsd1VhRkxWWjBFZ1cyWmJ1TmpfQWVROEJEMkpJeUZTRmlPTHN0aDdKMmNBZ29IZXFhVWlGUzhORzR6UlVVZVdRanlZdlVZWm9uTEd4TktLXzZEY05hRE5WLWNQczdUNlBHYnBCcw&q=https%3A%2F%2Fwww.merituscapital.com%2F&v=BbCBEt3y2MU] Rostyr, Powered by Meritus Capital Website | ... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjA4dUZWZU9jejNNV0lIWTlvcEVhaXl1N2VlQXxBQ3Jtc0tsU3hDY1IwOUUyOGljcU5qbFZVbEM5ajA1RzJxZDlMWnN1RlZUdEplQm9BSUo3eWZFRnpYZmR0SklXOV9wWEN0aDI0enEtLVplOXdCVEhSeS1qd0ZwM0hwcmR4MkJ4LVNfV05zMzFQc2dUSm5rU1pIaw&q=https%3A%2F%2Fwww.rostyr.com%2F&v=BbCBEt3y2MU]