waterproofmagazine
report International Business
water business in italy
‘The Dutch want to move too quickly sometimes’ Readers of WaterProof magazine know that we regularly address the water technology challenges in Southern Europe. With good reason, water scarcity is a global problem, and the cries for freshwater are soon expected to become louder, especially from the dry south. Juliette, let’s start with a brief bird’s eye perspective on Southern Europe. Can you briefly outline the biggest challenges for each country there? There is water scarcity, but water is still not very expensive anywhere in Europe, and that tempers the sense of urgency. It creates tension between technological possibilities, supply and demand, and investments in solutions. I see a turnaround, though. The interest in solutions is growing in Southern Europe, too. Suppose your company has a water technology solution that you would like to market in Southern Europe. Where do you start? Try to gather as much relevant market info as possible. This can be done through the Netherlands Enterprise Agency [RVO, ed.] or the Water Alliance. I would also recommend joining webinars and attending networking events when they become possible again. Prepare those events well; think about what you want to achieve and who you could contact. What are the main pitfalls for companies? The Dutch want to move too quickly sometimes. What I like about the Southern European mentality is that it is primarily based on mutual trust and establishing a bond. That takes time and
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juliette from portugal
With that in mind, doing business in Italy is high on many a Dutch water technology company’s wish list. The question is: where do you start? An interview with Juliette Douglas, Business Development Liaison at Water Alliance and Godelieve Cooymans of Proaxxes.
patience. Business is done with people, not products, and you should take the time for it. You have worked for the Water Alliance for years from the Netherlands and have now been based in Portugal for a year. What is it like to continue your work from Southern Europe? It took me some time to find my feet. Working mostly online slowed things down initially, but I can now say that coronavirus has actually made things easier because everyone suddenly started working from home and mostly online, just like me. I still visit the office in the Netherlands every two to three months, which is a nice balance when working from another country. One advantage of being in Southern Europe yourself is that it is easier to understand how things work. Let’s focus on Italy for a moment. In the past year, you have put a lot of effort into paving the way for Dutch water technology companies. Drawing up the balance now, what has been achieved so far? Our members have expanded their network in Italy and established contacts. Maintaining contacts and seizing opportunities is up to the companies themselves, obviously, but we will remain active in providing opportunities. At the end of October,
we will be attending the Ecomondo trade fair in Rimini, together with eight Dutch water technology companies. There are bound to be some great opportunities there. Can you briefly explain how your collaboration with Proaxxes came about? That also started at Ecomondo. I was there in 2019 and was able to see how Proaxxes works: professionally and energetically. That is why we partnered up for this edition of the event. I think we can offer Dutch companies a firm foothold on Italian soil. What kind of relationships are relevant in Southern Europe and how does such a relationship stand to benefit? I like building relationships with organizations or people who are open to collaboration and partnerships with the Netherlands. For example, in Portugal, we are in close contact with the Portuguese Water Partnership, the Embassy and the Dutch-Portuguese Chamber of Commerce. These are often parties with interesting networks who are also looking for new international partners. Connecting that network to ours provides added value for both parties.
