The Re-Contracting Conversation

Most SME owners can point to exactly why their business hasn't broken past a certain revenue point, if they're honest: it's them. Not because they're bad at their jobs — because a business past $5M needs a second real leader in it, someone who can run operations at the level the owner used to run them personally, and almost no SME has hired that person yet. They've hired more salespeople, more staff, more managers of individual functions. They haven't hired the one role that actually removes the ceiling: a genuine second-in-command.

The enemy here is a comfortable assumption: that the next stage of growth is a sales and marketing problem. Get more leads, close more deals, add another product line. For businesses under about $2M, that's often true. Past $5M it usually isn't — the constraint shifts from demand to capacity to execute on demand, and specifically to the owner's own bandwidth to hold the operational detail of a business that's now too big for one person to run the way they ran it at $1M. Every function reports to the owner. Every real decision routes through the owner. The org chart looks like a wheel with the owner as the hub, and a wheel like that has a hard structural limit on how fast it can turn no matter how good the market is.

Hiring a general manager, COO or operations director isn't an overhead cost at this stage — it's the single highest-leverage hire most $3–8M businesses will ever make, because it's the hire that converts the owner's time from operational firefighting back into the strategic and relationship work only they can do.

1. The absence test — take two full weeks away from the business, genuinely unreachable, and see what actually stalls. Whatever breaks first tells you exactly what the role needs to own.

2. The decision audit — track every decision that lands on your desk for one month. Sort into “only I can make this” and “someone else could, if empowered to.” The second pile is usually far bigger than owners expect.

3. The mandate, not the title — a second-in-command hire fails most often because the title changes but the decision rights don't. Define explicitly what they can decide without you, in writing, before day one.

4. The 90-day proving ground — give the new leader one real, visible area to own completely in their first quarter, not a vague “help out everywhere” brief. Success there builds the trust that earns them the rest.

Get this wrong and you've just added a well-paid person who still runs everything past you anyway. Get it right and you've bought back the only resource that was actually constraining growth: your own time and attention.

“I have grown my business 5x since working with Kevin. Everything Kevin told me to do was the complete opposite of what I had been doing. Working with Kevin has truly been a complete game changer.”

— Richard, Chem Suppliers

The honest reason most owners put this hire off isn't budget — it's control. Handing real decision-making authority to someone else means accepting that things will occasionally be done differently than the owner would have done them, and living with that discomfort long enough to see whether it's actually working. Owners who've built everything themselves find that harder than almost anything else in the business.

This is exactly where an outside perspective matters — someone who can help define the mandate honestly, coach the owner through the letting-go part, and hold both sides accountable to the 90-day proving ground instead of quietly reverting to old habits by week three.

If growth has stalled because everything still runs through you, that's the first thing Kevin fixes with you.

...and you become the owner whose business grows beyond what you can personally hold.