Klassische Ansätze wie das Einsetzen eines Vertriebsagenten, der ein Netzwerk zu potenziellen Kunden aufbaut, greifen in den unreifen Umwelt- und Energiemärkten von Schwellen- und Entwicklungsländern zu kurz und führen bestenfalls zur Realisierung eines Referenzprojektes, das aber wenig Chancen auf Multiplikation hat. Alleingänge sind kostenaufwendig und drohen zu verpuffen bzw. wenig wirksam im Sinn der Marktschaffung zu sein.

Partnerschaften mit anderen Unternehmen der Branche, die Initiierung und Teilnahme an bilateralen oder internationalen Innovationsnetzwerken, Entwicklungspartnerschaften mit Institutionen der Entwicklungszusammenarbeit bieten sich hier an, um systematisch und effektiv einen vielversprechenden Markt zu erschließen.

Die Konstituierung von Partnerschaften sowohl mit anderen Unternehmen wie auch mit öffentlichen Institutionen wird im Bereich Umwelt & Energie zunehmend gefördert: Förderprogramme des BMBF, «develoPPP.de» des BMZ, die Exportinitiativen des BMWi ebenso wie die Internationale Klimaschutzinitiative (IKI) des BMU sind nur einige Beispiele.

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«Leitfaden 2013 Innovative Ansätze des internationalen Vertiebs von Energie- und Umwelttechnologien», Georgia Badelt benzeri kitaplar