Title: Growth among technology service firms: insights from the balanced scorecard

Authors: W. Austin Spivey, J. Michael Munson, Alberto D. King

Addresses: The University of Texas at San Antonio, MOT Program, San Antonio, Texas, 78249, USA. ' Santa Clara University, Leavey School of Business, Santa Clara, California, 95053, USA. ' HNTB Corporation, Capital Ventures Division, 5910 W. Plano Parkway, Suite 200, Plano, Texas, 75093, USA

Abstract: This research explores the relationship between the balanced scorecard framework and revenue growth among small, technology service firms. Consulting engineers alone are an important part of any economy, generating about 250 billion US dollars annually in worldwide GDP. Moreover, they represent about 17% of the total workforce. They fight for survival in a dynamic and turbulent environment where the critical strategic resource is an individual|s ability to manage the convergence of rapidly evolving technologies. Two separate surveys of enterprises ranked by the Zweig Letter Hot Firm List, emphasising growth among US architecture, engineering and environmental consulting firms were conducted. The focus was on those smaller firms that changed classification upward based on gross revenue. Results highlight not only the advantages of pursuing a balanced approach to growth but also the importance of client intimacy as a key to generating wealth in knowledge-driven, innovative societies.

Keywords: balanced scorecard; BSC; technology services; small firms; revenue growth; consulting firms; client intimacy; innovation.

DOI: 10.1504/IJSTM.2010.029671

International Journal of Services Technology and Management, 2010 Vol.13 No.1/2, pp.63 - 84

Available online: 30 Nov 2009 *

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