Business Development Efforts and Performance Improvements in SMEs Case Study of Business Development Projects Implemented in SME

Under the circumstances of the increasing market pressure, enterprises try to improve their competitive position by development efforts, and a business development project is one tool for that. There are not many answers to the question of how the development projects launched to improve the business performance in SMEs have succeeded. Theacademic interest in the business development project success has mainly focused on projects implemented in larger organisations rather than in SMEs. The previous studies on the business success of SMEs have mainly focused on new business ventures rather than on existing SMEs. However, nowadays a large number of business development projects are undertaken in existing SMEs, where they can pose a great challenge. This study focuses on business development success in SMEs thathave already established their business. The objective of the present study is to gain a deep understanding on business development project success in the SME-context and to identify the dimensions and factors affecting the project success. Further, the aim is to clarify how the business development projects implemented in SMEs have affected their performance. The empirical evidence is based on multiple case study. This study builds a framework for a generic theory of business development success in the SME-context, based on literature from the areas ofproject and change management, entrepreneurship and small business management, as well as performance measurement, and on empirical evidence from SMES. The framework consists of five success dimensions: entrepreneurial, project preparation, change management, project management and project success. The framework provides a systematic way for analysing the business development project and its impact on the performance and on the performing company. This case evidence indicates that successful business development projects have a balanced, high performance concerning all the dimensions. Good performance in one dimension is not enoughfor the project success, but it gives a good ground for the other dimensions. The other way round, poor performance in one success dimension affects the others, leading to poor performance of the project. In the SME-context the business development project success seems to be dependent on several interrelated dimensions and factors. Success in one area leads to success in other areas, and so creates an upward success spiral. Failure in one area seems to lead to failure in other areas, creating a downward failure spiral. The study indicates that the internal business development projects have affected the SMEs' performance widely also on areas and functions not initially targeted. The implications cover all thesuccess categories: the project efficiency, the impact on the customer, the business success and the future potentiality. With successful cases, the success tends to spread out to areas and functions not mentioned as the project goals, andwith unsuccessful cases the failure seems to spread out widely to the SMEs' other functions. This study also indicates that the most important key factors for successful business development project implementation are the strength of intention, business ability, knowledge, motivation and participation of the employees, as well as adequate and well-timed training provided to the employees.

Tilastollisen laadunhallintatoiminnan kehittäminen selluteollisuudessa

Työn päätavoitteena oli kehittää Oy Metsä-Botnia Ab:n Rauman tehtaan tilastollista laadunhallintatoimintaa ratkaisemalla toimintatapoihin ja DNA SPC -sovelluksen syy-seurauskaavion sisältöön liittyvät ongelmat. Ensimmäinen osatavoite oli erityissyiden tilaston keräysmenetelmänä ja ongelmanratkaisun apuvälineenä käytetyn syy-seurauskaavion sisällön kehittäminen ja sen päivityksen toimintamallien luominen. Toisena osatavoitteena oli aluevastaavien SPC-viikkoraportoinnin kehittäminen ja kolmantena SPC-toiminnan aikaansaaman tehtaan suorituskykymuutoksen määrittäminen. Työn kirjallisuusosassa esiteltiin prosessien kehittämiselle tärkeät työkalut sekä tilastollisen ajattelun ja SPC:n perusperiaatteet. Kirjallisuusosassa tarkasteltiin myös SPC:n käyttöä hankaloittavia selluteollisuuden erityispiirteitä. Työssä kehitettiin syy-seurauskaaviota entistä helppokäyttöisemmäksi vaihtamalla yleisten pääluokkien tilalle ohjauskortteja vastaavat pääluokat. Syy-seurauskaavion päivitykselle ja SPC-viikkoraportoinnille luotiin tehokkaat toimintamallit. SPC-viikkoraportoinnin toimintamallin pitäisi muun muassa parantaa tiedonkulkua tehtaalla. Työssä tehtyjen tilastollisten testien mukaan Rauman tehtaan suorituskyky oli useiden mittareiden osalta parantunut SPC-toiminnan myötä. Muutaman mittarin osalta Rauman tehtaan suorituskyky oli heikentynyt SPC-toiminnan aloittamisen jälkeen.

Facilitating coordination improvement efforts in cross-functional process development programs

Business process improvement is a common approach in increasing the effectiveness of an organization. It can be seen as an effort to increase coordination between units. Process improvement has proved to be challenging, and most management consultation firms facilitate organizations in this kind of initiatives. Cross-functional improvement is one of the main areas for internal consultants as well. However, the needs, challenges and means of cross-functional help have been rarely discussed in the literature. The objective of this thesis is on one hand to present a conceptual and descriptive framework to help understand the challenges of facilitating coordination improvement efforts in cross-functional improvement programs, and on the other hand to develop and test feasible solutions for some facilitation situations. The research questions are: 1. Why and in what kind of situations do organizations need help in developing coordination in cross-functional processes? 2. How can a facilitator help organizations in improving coordination to develop cross-functional processes? The study consists of two parts. The first part is an overview of the dissertation, and the second part comprises six research publications. The theoretical background for the study are the differentiation causing challenges in cross-functional settings, the coordination needed to improve processes, change management principles, methods and tools, and consultation practises. Three of the publications introduce tools for helping in developing prerequisites, planning responsibilities and supporting learning during the cross-functional program. The three other papers present frameworks to help understand and analyse the improvement situation. The main methodological approaches used in this study are design science research, action research and case research. The research data has been collected from ten cases representing different kinds of organizations, processes and developing situations. The data has been collected mainly by observation, semi-structured interviews and questionnaires. The research contributes to the rare literature combining coordination theories and process improvement practises. It also provides additional understanding of a holistic point of view in process improvement situations. The most important contribution is the addition to the theories of facilitating change in process improvement situations. From the managerial point of view, this study gives advice to managers and consultants in planning and executing cross-functional programs. The main factors increasing the need for facilitation are the challenges for differentiation, challenges of organizational change in general, and the novelty of initiatives and improvement practices concerning process development. Organizations need help in creating the prerequisites to change, in planning initiatives, easing conflict management and collaboration between groups, as well as supporting the learning of cross-functional improvement. The main challenges of facilitation are combining the different roles as a consultant, maintaining the ownership for the improvement project with the client, and supporting learning in the client organization.

Towards automated specifications of scenarios in enhanced learning technology

Recent standardization efforts in e-learning technology have resulted in a number of specifications, however, the automation process that is considered essential in a learning management system (LMS) is a lessexplored one. As learning technology becomes more widespread and more heterogeneous, there is a growing need to specify processes that cross the boundaries of a single LMS or learning resource repository. This article proposes to obtain a specification orientated to automation that takes on board the heterogeneity of systems and formats and provides a language for specifying complex and generic interactions. Having this goal in mind, a technique based on three steps is suggested. The semantic conformance profiles, the business process management (BPM) diagram, and its translation into the business process execution language (BPEL) seem to be suitable for achieving it.

Phase diagram and complex patterns in the modeling of the bromate-oxalic acid-Ce-acetone oscillating reaction

Simulations have been carried out on the bromate - oxalic acid - Ce(IV) - acetone oscillating reaction, under flow conditions, using Field and Boyd's model (J. Phys. Chem. 1985, 89, 3707). Many different complex dynamic behaviors were found, including simple periodic oscillations, complex periodic oscillations, quasiperiodicity and chaos. Some of these complex oscillations can be understood as belonging to a Farey sequence. The many different behaviors were systematized in a phase diagram which shows that some regions of complex patterns were nested with one inside the other. The existence of almost all known dynamic behavior for this system allows the suggestion that it can be used as a model for some very complex phenomena that occur in biological systems.

Det var intressant, man måste tänka så mycket : öppna laborationer och V-diagram i kemiundervisningen

Laborationerna utgör i många skolor inom den grundläggande utbildningen en självklar del av kemiundervisningen. Laborationerna är vanligen formulerade som ”recept” och eleverna skall följa en given beskrivning då de genomför laborationen. Kravet på eget tänkande från elevernas sida kan härigenom bli litet. Laborationerna är därför utsatta för en hel del kritik på olika håll i världen, därför att de anses ineffektiva ur lärande-synvinkel. S.k. öppna laborationer är en annan typ av laboration som innebär att eleverna ställs inför ett problem eller en utmaning. Eleverna skall själva inom sin laborationsgrupp komma underfund med och planera hur de skall genomföra laborationen. Denna form av laborationer ställer andra krav på elevernas tänkande än traditionella ”kokbokslaborationer”. I denna studie har elever i en klass i årskurs 7 under sin första kemikurs arbetat med öppna laborationer. Laborationerna har av klassens lärare formulerats som utmaningar för eleverna. Eleverna har som ett hjälpverktyg under laborationen använt s.k. V-diagram. V-diagram utgör ett grafiskt verktyg som kan användas som en laborationsrapport. I V-diagrammet synliggörs de olika momenten som ingår i en laboration eller i en undersökning. Vilken är forskningsfrågan, hur planerar man att söka svar på sin fråga, vilka resultat har man kommit till och vilka slutsatser kan man dra? V-diagrammet innehåller också en teoretisk och begreppslig sida där laborationens teoretiska förankring synliggörs. Resultaten från undersökningen visar att arbetet med öppna laborationer i kombination med V-diagram hade positiv inverkan på elevernas uppfattning om sitt eget lärande. Eleverna upplevde att laborationerna krävde tänkande men att detta samtidigt ledde till förståelse. Eleverna hjälpte varandra att försöka förstå då de gemensamt skulle lösa problem. I diskussionen med sina kamrater och med läraren fick eleverna möjlighet att formulera sina egna uppfattningar och konfrontera dem mot andra uppfattningar. V-diagrammets struktur fungerade som vägledning då eleverna planerade sin laboration, men gav också en överblick över laborationer i efterhand då eleverna förberedde sig inför kursprovet, vilket för en del elever bidrog till deras förståelse. Grupperna var i allmänhet mycket fokuserade på uppgiften då de planerade en öppen laboration. Laborationerna hade alla en förankring i vardagen vilket gjorde att eleverna kunde göra kopplingar mellan sina egna erfarenheter och laborationen. Majoriteten av eleverna uppgav efter kemikursen att de upplevt den som intressant och laborationerna lyftes fram speciellt. De öppna laborationerna ställde stora krav på laborationsgrupperna och på elevernas samarbetsförmåga och gjorde laborationerna känsliga för grupprelaterade problem, genom att eleverna skulle klara av utmaningar gemensamt. För en elev med svag självuppfattning kan tillrättalagda laborationer med klara instruktioner kännas tryggare än en öppen laboration, där utmaningen är större. Samtidigt hade just utmaningarna, som var på en nivå som eleverna klarade av efter att ha tänkt och diskuterat med varandra, en positiv inverkan på självuppfattningen för ett flertal av eleverna. Att klara av utmaningar på rätt nivå kan inverka positivt på den egna själuppfattningen. De öppna laborationerna ställer krav på läraren att vara flexibel och kunna gå in i rollen av bl.a. handledare och coach. Samtidigt utgör lärare en representant för det naturvetenskapliga samfundet och har ansvar för att göra teori och begrepp tillgängliga för eleverna då de behöver dessa i sina undersökningar. För lärare kan de öppna laborationerna kännas problematiska, eftersom de själva sällan har erfarenheter av denna typ av laborationer från sin egen skoltid eller utbildning.

Analyzing the efforts in furrow openers used in low power planters

The furrow openers for no-till system should be easy to penetrate the soil, generate low levels of soil mobilization and require a little traction force. Thus, the aim of this research was to compare six hoe-type furrow openers, four of industrial manufacturing and two handcrafted models, which were used in planters in the region of Pelotas, Brazil. The parameters for comparison among these furrow openers were the horizontal (Fh) and vertical (Fv) forces acting on the tip of the hoe and the cross-sectional area mobilized in the furrow. The experimental design was randomized, with six treatments (furrow openers) from T1 to T6, with four repetitions, constituted by their passage through plots of 20 x 3 m. The force data were collected by load cells and a signal conditioner. The determination of the mobilized area in the furrow was done by a micro soil profilometer. It was concluded that the furrow openers T1, T4 and T6 presented the lowest values of horizontal force (statistically equal and ranging between 1,034 and 1,230 N) and that T1 and T2 produced the highest vertical forces downwards (statistically identical and varying between 749 and 845 N). The furrow openers T1, T2, T4, T5 and T6 generated soil mobilization statistically equal and between 0.006993 and 0.008933 m².

In search of information systems value : a case study of the EHR benefits realisation efforts of three Swedish hospitals.

The Swedish public health care organisation could very well be undergoing its most significant change since its specialisation during the late 19th and early 20th century. At the heart of this change is a move from using manual patient journals to electronic health records (EHR). EHR are complex integrated organisational wide information systems (IS) that promise great benefits and value as well as presenting great challenges to the organisation. The Swedish public health care is not the first organisation to implement integrated IS, and by no means alone in their quest for realising the potential benefits and value that it has to offer. As organisations invest in IS they embark on a journey of value-creation and capture. A journey where a costbased approach towards their IS-investments is replaced with a value-centric focus, and where the main challenges lie in the practical day-to-day task of finding ways to intertwine technology, people and business processes. This has however proven to be a problematic task. The problematic situation arises from a shift of perspective regarding how to manage IS in order to gain value. This is a shift from technology delivery to benefits delivery; from an ISimplementation plan to a change management plan. The shift gives rise to challenges related to the inability of IS and the elusiveness of value. As a response to these challenges the field of IS-benefits management has emerged offering a framework and a process in order to better understand and formalise benefits realisation activities. In this thesis the benefits realisation efforts of three Swedish hospitals within the same county council are studied. The thesis focuses on the participants of benefits analysis projects; their perceptions, judgments, negotiations and descriptions of potential benefits. The purpose is to address the process where organisations seek to identify which potential IS-benefits to pursue and realise, this in order to better understand what affects the process, so that realisation actions of potential IS-benefits could be supported. A qualitative case study research design is adopted and provides a framework for sample selection, data collection, and data analysis. It also provides a framework for discussions of validity, reliability and generalizability. Findings displayed a benefits fluctuation, which showed that participants’ perception of what constituted potential benefits and value changed throughout the formal benefits management process. Issues like structure, knowledge, expectation and experience affected perception differently, and this in the end changed the amount and composition of potential benefits and value. Five dimensions of benefits judgment were identified and used by participants when finding accommodations of potential benefits and value to pursue. Identified dimensions affected participants’ perceptions, which in turn affected the amount and composition of potential benefits. During the formal benefits management process participants shifted between judgment dimensions. These movements emerged through debates and interactions between participants. Judgments based on what was perceived as expected due to one’s role and perceived best for the organisation as a whole were the two dominant benefits judgment dimensions. A benefits negotiation was identified. Negotiations were divided into two main categories, rational and irrational, depending on participants’ drive when initiating and participating in negotiations. In each category three different types of negotiations were identified having different characteristics and generating different outcomes. There was also a benefits negotiation process identified that displayed management challenges corresponding to its five phases. A discrepancy was also found between how IS-benefits are spoken of and how actions of IS benefits realisation are understood. This was a discrepancy between an evaluation and a realisation focus towards IS value creation. An evaluation focus described IS-benefits as well-defined and measurable effects and a realisation focus spoke of establishing and managing an on-going place of value creation. The notion of valuescape was introduced in order to describe and support the understanding of IS value creation. Valuescape corresponded to a realisation focus and outlined a value configuration consisting of activities, logic, structure, drivers and role of IS.

Diagram of a Horse

A diagram of a horse, labelled and illustrated by Dorothy Rungeling.