The purpose of this study was to evaluate how the use of technology-based tools and strategic planning processes when responding to federal government procurement solicitations influence the ability of an organization to win contracts. The nature of this influence, used within the aerospace industry to pursue new business and achieve growth, was unknown. Prior studies are limited with regards to understanding how aerospace companies use technology-based tools and strategic planning processes to win government contracts. This qualitative study allowed for a historically-based single organization case study of an aerospace company's pursuit of government contracts over the years of 2006 to 2010, but no longer than the previous five years (2005–2010). The study specifically investigated three events: (a) The most recent procurement where the outcome was unknown, (b) a prior procurement the organization won, and (c) a prior procurement the organization lost. Qualitative methods were applied to a single case study using interviews and available organizational documents as a source of obtaining research data. The current study utilized semi-structured interviews of a purposive sample of 10 participants who are employed at an Aerospace Science and Engineering Company and who regularly work on proposals. Through thematic analysis, findings of the study indicated that majority of the participants perceived that use of tools and strategic planning is crucial in winning government contracts. However, participants enumerated hindering factors in winning government contracts. These hindering factors include (a) difficulty in managing subcontractors in large projects, (b) inability to cope with client demands, (c) poor situational analysis, and (d) poor human resource management support (i.e., training).
|Subjects||Management; Aerospace engineering|
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