Engineering, Construction and Architectural Management

Purpose – With the advent of globalization, consultancy firms could easily offer services outside their home countries. This study aims to investigate how quantity surveying (QS) firms in Singapore internationalize their services, by examining the unique characteristics of exporting firms, the forces that drive them to export and the strategies they adopt in internationalization.

Design/methodology/approach – The research method is based on a structured questionnaire and data were collected via postal survey. Questionnaires were sent to all 47 QS firms operating in Singapore. A total of 25 responses were received.

Findings – The results show that QS firms that offer services overseas have more staff than non-exporters, handle larger projects and offer a wider range of services. In addition, these firms are focused on generating additional revenue and conduct their own market research to secure overseas contracts. They enter foreign countries first as wholly owned foreign subsidiaries and later on form joint ventures with firms in the host country.

Originality/value – The finding suggests that to internationalize, firms need to be of a critical size in terms of staff strength. They must offer integrated and other value added services. To secure more overseas projects, firms should undertake aggressive marketing, collect market data in host countries, instead of relying on published information. Many projects were won through past and present clients' recommendations. To win more overseas contracts, it is recommended that QS firms form close relationships with clients who are best placed to give referrals or repeat business.