ASSESSMENT OF FIRMS SPECIFIC ADVANTAGES (FSAs) OF NIGERIAN QUANTITY SURVEYING FIRMS (NQSFs) IN INTERNATIONAL CONSULTING BUSINESS

Abstract

Firm Specific Advantages (FSAs) is the proprietary advantage(s) which a firm possesses over its competitors, which are of various forms ranging from technological know-how, brand differentiation, control of distribution channel, scope of service and so on. The ability to develop a strong FSA(s) enhances the probability of expanding internationally. The objectives of this study was to assess FSAs possessed by Nigerian Quantity Surveying Firms (NQSFs) with experience in international consulting business. The methodology adopted for this study was multiple case study research design in which four (4) firms with international experience were identified and under studied. Mean Score (MS), Standard Deviation (SD), Kruskal-Wallis H test and Factor Analysis were used to analyze the FSAs possessed by the various firms. . The study revealed that Marketing related FSAs, Production and Management related FSAs, Finance and Services related FSAs are of major important with respect to internationalization of NQSFS. With respect to Marketing FSAs; establishing good relationship with clients, ensuring high degree of customer/client awareness, and sourcing information through publications and contact in the field, securing overseas project through invitation by client and other consultants in host and home country are important factors. Establishing strong network relationship with Construction/Real estate sector, financial sector, Oil and gas sector. Experienced and capable workforce, good quality of service, technological know-how and innovative work processes and ideas, developing internationalization perspective, staff motivation, staff training and compensation were the major Production and Management FSA identified by the study. Provision of value added services (heavy engineering measurement and contract management), proper financial skills (fund management, proper financial record and investment decision) were the major Finance and Services FSAs identified by this study. The FSAs identified by this study are recommended to NQSFs without internationally experience to enlighten such firms on the standard of global best practice.