Kynnyksen ylittäminen : strategiat pienelle konsulttiyritykselle julkisten infrastruktuurihankkeiden markkinoille pääsemiseksi
Year: 2026
Type: dissertation
Abstract: Public infrastructure procurement represents a significant market for consulting firms, but small businesses are often underrepresented in this sector. In particular, high eligibility requirements such as those related to revenue, references, and certifications make it difficult for small businesses to participate in competitive bidding. This can weaken competition and restrict market access, even if small businesses possess the necessary expertise. This master’s thesis aimed to investigate the strategies a small consulting company can use to enter the public infrastructure market and strengthen its position, particularly in railway sector procurement. In addition, the study examined the potential of artificial intelligence to support the bidding process and documentation. The research was conducted as a qualitative study, and data was collected through six expert interviews and by analyzing decisions of the Market Court. According to the findings, key success factors for small businesses include expanding their client base through subcontracting and smaller projects, networking with larger players, specialization, and expanding into new related fields. Artificial intelligence can streamline the preparation of bid documents, data management, and cost estimates, but its use is limited by data quality, data security, and skill requirements. Based on the study, a small consulting firm can strengthen its competitiveness by combining phased growth, collaborative networks, and the use of technology.
Source: LUTPub (LUT University)
Author: Sorsa, Ilmo
Institution: Lappeenranta-Lahti University of Technology
Language: English
Subfield: Strategy and Management
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W7159756362