Proactiveness Strategies of Small and Medium Construction Firms in Nigeria: A Qualitative Assessment

Abstract

Proactively pursuing business opportunities is a crucial aspect of the entrepreneurial approach required by firms in today's highly  competitive business environment. This paper explores the practical steps for implementing proactive strategies in the construction small  and medium-sized enterprises (SMEs) of Nigeria. The study conducted qualitative face-to-face interviews with 14 owners/CEOs and  senior managers of construction SMEs in Abuja and Lagos. The collected data was analyzed using the Content Analysis Technique.  The findings indicate that construction SMEs employ various proactive actions to drive business growth. These actions include actively  seeking and utilizing information on upcoming construction projects, establishing networks with influential government officials and  stakeholders, engaging in proactive marketing by advertising their services, and diversifying their activities within and beyond the  construction sector. The study concludes that the adoption of proactive techniques has the potential to enhance the performance of  construction SMEs by providing them with a competitive edge in capturing market opportunities. To further improve performance, it is  recommended that construction companies foster a culture that encourages a proactive attitude within their overall business strategy.  This approach allows firms to strategically position themselves and take advantage of emerging market trends and opportunities.