Can You Build a $13M Payroll Business Without a Sales Team? Lori Brown Tells All

In this episode of the Payrollin’ Podcast, Lori Brown, CEO of PayNW, shares the strategies, challenges, and lessons that propelled her payroll company to grow from $500K to $13M in just a few years. She discusses the pivotal role acquisitions and industry relationships played in their growth, along with the hard-earned lessons from a costly sales experiment that didn’t go as planned. Lori also highlights the importance of strategic leadership, the power of being present in industry spaces, and how the IPPA community has supported PayNW’s continued success. From the value of peer groups to the nuances of scaling a growing team, Lori offers actionable insights for payroll professionals, business owners, and industry leaders. Listeners will learn how acquisitions can accelerate growth, why sales teams aren't always the answer, and the mindset shifts that support long-term success. 📊 Save Time and Money with a PEO Partner We streamline HR, payroll, and compliance so you can do what you do best—run your business. https://www.guhroo.co/peo-services-concierge-hr/ 💡Take your payroll company to the next level. Get expert strategies for rapid growth! https://go.guhroo.co/payroll-company-growth 🚀 Want Your Marketing to Look Like Ours?: We use Underdog Digital for all our content marketing: https://underdogdigital.co/ 💼Three Keys to Expand Your Payroll Business. Learn the top tactics to scale and grow your payroll company https://youtu.be/6aW8RmVj8OE 📘’Ping-Pong is not a Strategy’ - Matt Vaadi’s bestselling book gives insight on creating an awesome culture. https://a.co/d/aCYbX2U 👉Enjoying the show? Subscribe Now! ►Are you enjoying Payrollin’? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve. • YouTube - https://youtube.com/playlist?list=PLMl0W1BOCPymiEzeFDUrQTXSXuriHDq1c • Apple - https://podcasts.apple.com/us/podcast/payrollin-growing-a-payroll-business-that-matters/id1525088413?uo=4 • Spotify - https://open.spotify.com/show/5m5xhzoBPVuQodqPYWzGIf ►Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message 🔴Connect with guHRoo Payroll & HR Visit us:https://guhroo.co ➡️ Subscribe:https://www.youtube.com/channel/UC7ddr3iUbx-l2_fE8KaLCUA 👉About the Host Find Matt on LinkedIn here: https://www.linkedin.com/in/mattvaadi 👉About the Guest Find Lori on LinkedIn here: https://www.linkedin.com/in/lori-brown-sphr-cpp/ Read her blog, Leading with Lori, here: https://www.paynw.com/leading-with-lori What Business Mistakes Did Lori Brown Make Scaling PayNW—and How Can You Avoid Them? How Can You Scale a Payroll Business While Avoiding Costly Mistakes? Top Business Mistakes to Avoid When Scaling a Payroll Business – Insights from PayNW CEO Lori Brown Lori Brown Shares Her Strategy, Lessons & Mistakes