Date of Conferral



Doctor of Business Administration (D.B.A.)


Business Administration


Michael Lavelle


The failure of small business managers to understand various bidding strategies leads to losing construction bids. The lack of management skills, limited access to markets, weak customer relationships, lack of appropriate technology, and government bureaucracy are problems small business managers face when preparing to bid for construction contracts. The purpose of this qualitative multiple case study was to explore bidding strategies small and medium enterprise business managers use to win construction bids. The participants comprised 5 business owners of small- and medium-sized construction enterprises in Johannesburg, South Africa. The conceptual framework was the theory of constraints. Data were collected using semistructured interviews, direct observation, and company documents. The data analysis technique was the thematic analysis. The 7 themes that emerged from the data were basic bidding principles, factors of success, estimating accuracy, market conditions and competition, efficiency and specialization, highlight past projects, and technology. Business owners may use the results of this study to identify and implement new strategies for successful bids. The implications for positive social change include the potential to provide social services for residents of local communities through increases in tax revenues from growth in the local economies.