Target account development Reach decision-makers at target companies.
New market entry Test a sector before investing in it.
International expansion First customers in a new country.
Launching a new offering Measure market interest in a product.
Commercial opportunities programme Qualified meetings every week for 90 days.
Signal-based outreach Engage when the need arises.
Trade shows and events A full schedule before the trade show opens.
Account reactivation Reconnect with lost accounts.
Eleven industry groups
Nine engagements, from situation to outcome
Regulations and markets
Firm presentation
A commercial growth firm
Germany is Europe's largest industrial market. Its companies buy differently, and the initial contact must reflect this.
The Mittelstand
Much of German industry is built on medium-sized family businesses, often global leaders in their niche. Senior management remains closely involved in technical decisions.
A fact-based first contact
A German decision-maker expects a precise presentation: what you do, who you serve and which references you have. The message must be written in German, using the formal form of address and local job titles. An approach in English or one that is too sales-focused significantly reduces response rates.
The right functions
Depending on the situation: Geschäftsführer for general management, Technischer Leiter for technical management, Leiter Einkauf for procurement, Produktionsleiter for production. In medium-sized companies, the Geschäftsführer often remains the key decision-maker.
Three regions to know
Bavaria, Baden-Württemberg and North Rhine-Westphalia account for a large share of German industry. Starting with one of them allows us to test the market before expanding further.
