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You Don’t Need to Hire a BD Director. You Need to Win Contracts. There’s a moment most small government contractors know well. You’ve delivered solid work, you have a few vehicles or IDIQs, and leadership decides it’s time to get serious about growth. The natural next move seems obvious: hire a Business Development Director. So you post the job, run the interviews, land someone with an impressive resume and a Rolodex they swear will open doors — and you bring them on at $120,

Ask any small business owner how a key process gets done, and they'll usually walk you through it like a story: "Well, first I call Maria, then she checks the thing in the system, then I follow up if..." It works. Until Maria takes a vacation. Or gets a better offer. Or you simply can't remember which version of "the thing in the system" she meant. That's the moment most businesses discover the real cost of undocumented work: it isn't inefficiency, it's fragility. ## The...

Galatians Consulting Group just wrapped up a Standard Operating Procedure (SOP) project with a pallet brokerage firm—and the results speak for themselves. When we stepped in, the team was running on processes that had grown organically over the years: helpful in the moment but no longer built for the volume they were moving. Order intake, carrier coordination, and load tracking all lived in different places, in different formats, depending on who was handling it that day. Her