Building a sustainable future: Prospecting for success in South Africa’s energy sector

Abstract

This research examines the strategies and challenges impacting small businesses in the South African energy sector, focusing on effective prospecting, building strong client relationships, leveraging industry expertise and increasing project success. Interviews with industry experts were carried out to collect information using a qualitative methodology. The key findings showcase the importance of pipeline management and proactive sector-specific experience in the energy sector in achieving sustainability for small businesses. The research results provides insights to empower small businesses to be proactive as opposed to reactive in bidding and securing client contracts. The research offers insightful recommendations for small businesses to get past challenges in their quest to grow their business in the energy sector. The discussion surrounding the growth of SMEs in emerging markets is complemented by these findings.