Business development success in SMEs: a case study approach

Purpose – There are not many answers to the question of how the development projects launched to improve business performance in SMEs have succeeded. This study focuses on business development success in SMEs. The main objective is to structure and model the success dimensions that contribute to and can be used in evaluating the business development success in SMEs. Design/methodology/approach – The study utilises multiple case study methodology, following the replication approach. The empirical evidence is based on data from four SMEs that have implemented a business development project. Two of the projects were perceived as successful and the other two as unsuccessful. Findings – This study builds a framework for a business development project success in a SME context. In the SME context the business development project success seems to be dependent on several interrelated dimensions. Success in one area leads to success in other areas, and so creates an upward success spiral. Failure in one area seems to lead to failure in other areas, too, thus creating a downward failure spiral. Practical implications – The results provide a basis for benchmarking one's business and evaluate how well one's own firm meets the success dimensions and its focus areas. Originality/value – The framework for success dimensions has been developed providing a systematic way to analyse the business development project and its impact on the performing company. A setting for analysing the project success from different time perspectives in a SME context has been produced.