Purpose To contribute to existing knowledge about how to motivate coworkers at consultancy firms to develop business ideas within the company, and how the management can structure and support the process. Research questions What incentives can improve the coworker-driven business development at a consultancy company? How should the consultant be supported through a process of business development, and by who? What are the qualifications and challenges at a consultancy company that affects the coworker-driven business development? Methodology This master thesis of 30 ECTS is based on an inductive case study at the IT consultancy firm IT-Con. Primary data was collected through 11 semi-structured interviews, 12 structured interviews, a digital poll with 71 respondents and 2 focus groups. The study was supported by secondary data through literature from the fields of organizational theory, leadership and communication all with focus on business development. Findings The need of a consequent but adaptable reward model, well communicated goals and transparency regarding resource allocation. The need of active and supportive leadership throughout the process and a long- term commitment from both the consultant and the leader. To avoid an extra burden on the involved employees and to maximize potential, this process should be integrated in the daily routine. Keywords Business development process, IT-Consultancy, Motivational theory, Active leadership, Communication
| Identifer | oai:union.ndltd.org:UPSALLA1/oai:DiVA.org:uu-333731 |
| Date | January 2017 |
| Creators | Lagermalm, Fredrik, Lundin, Alice |
| Publisher | Uppsala universitet, Institutionen för teknikvetenskaper, Uppsala universitet, Institutionen för teknikvetenskaper |
| Source Sets | DiVA Archive at Upsalla University |
| Language | Swedish |
| Detected Language | English |
| Type | Student thesis, info:eu-repo/semantics/bachelorThesis, text |
| Format | application/pdf |
| Rights | info:eu-repo/semantics/openAccess |
| Relation | TVE-MILI ; 17 004 |
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