Achieving entrepreneurial growth despite resource and capability constraints: the role of service intermediaries

Abstract Entrepreneurial growth—firm growth via the introduction of new market offerings or expansion into markets—is an important topic for entrepreneurship scholars and practitioners alike. Any firm that wants to exploit opportunities entrepreneurial needs resources capabilities it can use develop enter markets. However, many firms face resource capability constraints, research has shown strategic partnerships provide external pathways despite their constraints. All extant have in common they require some capabilities, which are valuable partners be jointly appropriated with them. An alternative pathway leverage capabilities—especially knowledge-based ones—that received little attention literature on is short-term contracting professional service such as accounting firms, marketing agencies, R&D consultancies. Hence, we investigate role intermediaries—professional facilitate exchange services among other firms—as managers who support clients access a broad range required from third parties. We conducted nested multi-case study two intermediaries enabled small, wineries North Macedonia successfully seize markets abroad deficits. identify seven mechanisms—need articulating, social embedding, linking, governing, clarifying, renegotiating, mediating—through orchestrated complementary behalf wineries, thereby enabling product lines geographic each. also process differences depending stage opportunity evaluation process, target characteristics, stakeholder involvement postulate three propositions about influence mechanisms development. Our offers novel insights makes contribution orchestration.