Offshore wind installer A2SEA (now part of the DEME Group) presented us with the challenge of how to influence large, tender-only offshore wind farm contracts at an early stage, given that no direct dialogue is allowed in such deals.
How did we solve this challenge?
A rocket-speed journey in a fast-growing industry saw offshore wind farm installer A2SEA quickly outpacing its original brand positioning and identity. It was time to stand out as a knowhow-based partner to wind farm developers that could deliver on the vision of European-wide renewable energy – but first, the company had to ensure it was on every short list that mattered.
We suggested they create and promote a buyer’s guide that could advise potential customers on the most important parameters to consider – parameters that fitted nicely with what A2SEA could offer! After interviewing the company’s project managers and technical staff, we designed and wrote a multi-section guide that avoided promotional messages, focusing instead on being as useful to the buyer as possible.