GRITH empowers industrial sites for the energy transition by unlocking hidden or untapped potential. Effective support demands an understanding of what is needed, a good working relationship and a smooth journey from awareness to action. So, following up on the GRITH Energy SWOT, the partners have co-developed a strategy - The GRITH Engagement Strategy.
Selling is a science
The end user is central to GRITH’s engagement strategy. This involves a deeper understanding of the specific needs and challenges faced by industrial sites and the businesses operating within them. Selling is a science. By approaching these sites as “customers” and employing modern sales methodologies, such as SCOTSMAN and MEDDPICC, we can guide interactions on a personal level. So, rather than simply providing support, GRITH offers solutions by focusing on individual decision-makers, ensuring that every engagement is tailored to resonate with the unique operational and sustainability needs of each industrial site.
Besides sales tactics, GRITH is developing a holistic customer journey to steer industrial sites through the multi-step energy transition process. This journey isn’t just about convincing a customer of the benefits of renewable solutions—it’s about mapping each point that contributes to a smooth transition.
Robust & tailored support
With leveraging instruments like the Next Generation Business Model and a Guide for Energy Neutral Business Parks, for example, the GRITH customer journey identifies potential stumbling blocks, streamlines support processes, and maximizes conversion rates.
By integrating proven methodologies with targeted communication, the project makes it easier for industrial sites to view energy transition as an achievable, step-by-step process.
IBDO: "Seizing opportunities for a green world"
Valuable insights, effective follow-up
Real-world experiences reinforce the need for a robust, tailored strategy. Valuable lessons from Drenthe’s experiences highlight that success can depend not only on a strong initial concept but also on an effective follow-up. For example, a promising Business Investment Zone (BIZ) initiative in Peize, faltered due to a lack of ongoing support.
In contrast, the Community of Practice in Drenthe has succeeded by cultivating collaboration and facilitating knowledge exchange among local industry players. These insights emphasize that an effective customer journey—supported by proper ‘after-sales’ engagement, milestone tracking, and clear communication—is key to transforming initial interest into lasting action.
GRITH Tools
The GRITH consortium is setting a new benchmark for how public authorities and business support organizations can drive the energy transition, in line with the Clean Industrial Deal. By combining the Energy SWOT with sales strategies and comprehensive customer journeys, GRITH's Engagement STRATEGY ensures that industrial sites in the North Sea Region are not just informed but actively empowered.
Vistit the GRITH Toolbox for more or download the full GRITH Engagement Strategy here.