Challenge

New PPP models from a German outsourcing company that have already been successfully implemented in other parts of Europe are to be launched and promoted on the German market.

Communication issues

Which political decision-makers at national, state and municipal level have to be informed and networked in order to develop demand for the innovative PPP solutions through "community" dialogue?

Approach

A detailed profile in terms of experience, interests and issues within the target group was established through stakeholder analysis and background discussions with decision-makers and prospective "buyers" at state and municipal level. A communication plan provided the target group with relevant information, identified potential projects and helped to adapt the product to local conditions. The company achieved expert status within the target group.

Result

The provider's public recognition reached a high level in a very short period of time, and public discussion of the new PPP models was noticeably stimulated at relevant conventions. The quantity and quality of invitations to tender of interest to the outsourcer rose. The distinct profile generated a specific demand for our client's products.