Key success factors for small design offices in the bidding process

Abstract

ABSTRACT Competition in the design office market is high, therefore it is important to be aware of the conditions determining the competitive advantage, thus increasing the bidding effectiveness. For this reason, the aim of the article is to identify key success factors (KSF) increasing successful bidding of a small design office. The factors were identified and then analysed based on a literature review, expert interviews and using Group Consensus Cluster Analysis (GCCA) – the module of the AHP method clustering a group of decision makers into smaller subgroups with higher consensus. To examine the managerial implications, a KSF analysis was conducted from the perspective of the bidding effectiveness of the selected small design office. The results indicate that ‘technical skills and experience’ is the factor most influencing the potential of a small design office. Nevertheless the entire proposed procedure provides important guidelines on how to use the organisation's strengths for its development and what needs to be improved in its operation. HIGHLIGHTS Detailed analysis of key success factors (KSFs) of the design office operation. KSFs subjected to the AHP method using Group Consensus Cluster Analysis (GCCA). Managerial implications based on KSF analysis from the perspective of the bidding effectiveness of the selected small design office. Combining AHP method with the KSF analysis provides the company with important guidelines regarding strategic efforts.