Fractional Business Development - The Right Solution for Today

Executive Summary

Over the past 7 months, we have heard from small and mid-tier companies that lost contracts and were forced to reduce overhead, thus putting their growth plans at risk.  Many had reduced or eliminated their business development (BD) resources while waiting for the dust to settle from executive orders and DOGE.  As we approach the start of FY 2026, many companies believe that now is the time to reinvest.     

In an increasingly challenging, competitive, and budget-conscious federal contracting environment, government contractors must balance growth ambitions with operational efficiency. A fractional BD model offers a flexible, high-impact alternative to traditional full-time BD staffing—delivering strategic insight, market access, and execution support without the overhead. This paper explores why fractional BD is not just a stopgap but an innovative, scalable solution for contractors seeking sustainable growth.

Market Context: The Federal Landscape in Flux

• The DOGE Effect - The Department of Government Efficiency had an impact on small and large businesses alike.  Cancelling the consulting contracts of large and small firms.  

  
  

• Budget Constraints & Procurement Shifts - Many Agencies face shrinking budgets, which in many cases will have them scrambling to figure out how to do the same with less.  Creating an opportunity for innovative and cost-effective solutions.  

  
  

• Consolidation of Contract Vehicles - We are seeing a change in the acquisition landscape with the closure of vehicles and consolidation of acquisitions under GSA contracts.  This leaves the companies with those vehicles in better positions, while those without are looking for partnerships.

  
  

• Increase in Non-Traditional Contracts - Procurement offices are increasingly utilizing OTAs, CSOs, and SBIRs, which requires firms to enhance their awareness and agility to respond to requests with shorter turnaround times.  

  
  

What Is Fractional Business Development?

Fractional BD refers to outsourced or part-time strategic growth support— provided by seasoned professionals and advisory firms—who work with contractors on a flexible basis. Services may include:

• Opportunity pipeline development

• Competitive assessments

• Capture strategy 

• Teaming support for both subs and primes

• Agency relationship cultivation

• Proposal support and win themes

• Strategic planning and market positioning

• Unique Value Proposition development support

• Contract vehicle assessments 

  
  

Why It Works for Government Contractors

1. Cost Efficiency Without Compromise

• Avoids the high salary, benefits and commission burden of full-time BD hires.

• Enables access to senior-level expertise at a small fraction of the cost.

• Ideal for small to mid-sized firms with limited overhead tolerance.

  
  

2. Scalable Expertise

• Flexes with business needs—ramping up during proposal season or major pursuits, scaling down during quieter periods.

• Offers targeted support for specific agencies, contract vehicles, or market segments.

  
  

3. Speed to Market

• Accelerates pipeline development and capture planning.

• Leverages existing networks and agency relationships for faster traction.

  
  

4. Strategic Focus

• Optimizes a company’s limited resources, allowing leadership to focus on delivery and operations while BD experts drive growth.

• Aligns business development with long-term strategic goals, not just tactical pursuits.

  
  

5. Risk Mitigation

• Reduces hiring risk by avoiding long-term commitments to unproven BD staff.

• Enables performance-based engagements with measurable ROI.

In today’s environment, companies have the option to directly hire a BD executive, contract an independent BD consultant, or hire a company that provides a consortium of BD consultants like Catapult Growth Partners.  Our differentiator is our collaborative business model, providing our clients with the benefits of a team of Partners working collaboratively to benefit each of our clients.

If you are interested in learning more about why our clients refer to Catapult as the best value inside the beltway, please get in touch with any one of the thirty Catapult Growth Partners executives.