Bijeenkomst KvK en RVO voor MKB bedrijven die zaken willen doen in Duitsland en op zoek zijn naar diverse aspecten van het zaken doen als cultuur, wetgeving, netwerken, presentatie. Deze presentatie is specifiek over Enterprise Europe Network mogelijkheden en het presenteren op Linkedin en Xing voor digitaal netwerken.
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Helping SMEs Find International Partners and Opportunities
1. een.ec.europa.eu
Helping ambitious SMEs
innovate and grow internationally
Road 2 Germany XL
Zwolle 8 juni 2017
Olaf ter Haar
Adviseur Innovatie
Kamer van Koophandel / Enterprise Europe Network
Blijf actueel op www.olafterhaar.blogspot.com
Telefoon: 088.5853631 / Mobiel: 06.5162 7373
Ronde tafel sessie:
Zoeken en vinden van zakenpartners
2. een.ec.europa.eu
Wat bespreken we;
•World Trade Center Twente mogelijkheden
•Enterprise Europe Network mogelijkheden
•Professioneel zichtbaar in digitale netwerkern
• Linkedin
• Xing
• Website onderneming
4. een.ec.europa.eu
Missie:
Het verbinden van vraag en aanbod voor innovatie
tussen MKB ondernemers, kennisinstellingen en
onderzoeksprogramma’s in de EU
Grootste barriëre bij internationaal zaken doen?
Vinden van een betrouwbare zakenpartner
5. een.ec.europa.eu
Adviseurs van Enterprise Europe Network helpen u bij:
•het vinden van zakenpartners;
•het bemiddelen bij technologische samenwerking;
•Matchmaking op internationale beurzen
•informatie over Europese wet- en regelgeving, waaronder
CE-markering; (door RVO)
•informatie over Europese programma's en fondsen en over de
Europese Investeringsbank; (door RVO)
•advies over mkb-financiering, advies innovation Health Scan
•begeleiding bij deelname aan Europese R&D-projecten
Horizon 2020. (door RVO)
7. een.ec.europa.eu
• Aeronautics and Space
• Agrofood
• Automotive, Transport and Logistics
• BioChemTech
• Creative industries
• Environment
• Healthcare
• ICT Industry and Services
• Intelligent Energy
• Maritime Industry and Services
• Materials
• Nano- and Microtechnologies
• Services and Retail
• Sustainable Construction
• Textile & Fashion
• Tourism and Cultural Heritage
• Woman Entrepreneurship
Welke vakgebieden:
See more at the website HERE or in this short
animation
17 Sector Groups die kennis en netwerken delen
8. een.ec.europa.eu
• Werken aan het innovatievermogen van uw bedrijf
• Benchmarkt met EU database “Innovation Health Check”
• Verbinding met kenniswereld, voor “innovatie”, “research” en
“international business development”
• stimuleert ambitie met gerichte activiteiten richting
doelstelling in een tijdspad
• Aansluiting bij Europese programma’s Horizon 2020
9. een.ec.europa.eu
Enkele beurzen met
brokerage events in
Duitsland
• D-NL Handelsdag 20-07 Papenburg; zie website
• D-NL Handelsdag 08-11 Mönchengladbach; zie website
• Anuga 2017 Food 06-11 Köln; zie website
• Sport Tech Match 29&30/6 Düsseldorf; zie website
• Fakuma beurs 18/10 Friedrichshafen; zie website
• Zelf in de agenda zoeken van EEN?
– Ga naar Events Calendar EEN
– Hoe werkt een brokerage event
10. een.ec.europa.eu
Wat vinden we in de
database?
• Circa 9000 profielen
• Alles in het Engels
• Maximaal 1 jaar oud, soms verlengd
• Handelsprofielen vraag (BR 852) & aanbod (BO 5716)
• Technologieprofielen vraag (TR 310) & aanbod (TO 1918)
• Research & Development (R&D 228)
• Aboneren op interessante profielen kan HIER
11. een.ec.europa.eu
Enkele profielen uit
Duitsland
Well established tools wholesaler looking for distribution partners with
regional market presence reference: BODE20150701001
A German company specialising in hydroblasting solutions for the
removal of road surface marking is looking for trade intermediaries in
different European countries reference: BODE20150423001
German producer of metal components and systems seeks suppliers
reference: BRDE20151211002
Zelf in de profielen zoeken van EEN?
Ga naar de profielen database
De adviseur in uw vakgebied
12. een.ec.europa.eu
Europese profielen database (betere functionaliteit)
• Ga zelf eens zoeken! Europese Database
Zoeken naar profielen op steekwoorden
Zoeken naar events
• E-mail alert:
• Nieuwe profielen op uw interessegebied elke
twee weken in je eigen mailbox? Aanmelden
kan HIER.
15. een.ec.europa.eu
• Olaf ter Haar
• Adviseur Innovatie
• Kamer van Koophandel / Enterprise Europe Network
• Blijf actueel op
www.olafterhaar.blogspot.nl
Linkedin Twitter
Mobiel: +31.6.5162 7373
19. een.ec.europa.eu
Boosting growth and jobs
1
The Enterprise
Europe Network is a
key instrument in
the EU's strategy to
boost growth and
jobs.
Launched in February
2008 by the
Commission’s DG
GROW (previously
"Enterprise and
Industry" ENTR)
2
Co-financed under the
EU's COSME and
HORIZON 2020
funding programmes -
encouraging
competitiveness and
innovation of
European SMEs
3
Total funding of
over 180 million
EURO
4
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21. een.ec.europa.eu
Based in your region
and connected to the world
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22. een.ec.europa.eu
How do we help?
We combine international business expertise
with local knowledge to take your innovation
into new markets.
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24. een.ec.europa.eu
A broad range of services for
growth-oriented SMEs
ADVISORY
SUPPORT
ADVISORY
SUPPORT
Market intelligenceMarket intelligence
IPR expertiseIPR expertise
Advice on EU laws and
standards
Advice on EU laws and
standards
INNOVATION
SUPPORT
INNOVATION
SUPPORT
Access to finance and fundingAccess to finance and funding
Innovation Management
Services
Innovation Management
Services
Technology transferTechnology transfer
INTERNATIONAL
PARTNERSHIPS
INTERNATIONAL
PARTNERSHIPS
Partnership databasePartnership database
Brokerage eventsBrokerage events
Company missionsCompany missions
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25. een.ec.europa.eu
How it works: international
partnerships
The Network's business database contains thousands of company profiles to find
the perfect match. In addition we organise:
Matchmaking events across Europe where SMEs can
meet potential business partners in person.
Company missions where we set up and prepare
you for targeted international meetings with strong
business prospects
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26. een.ec.europa.eu
Swedish SME Wattguard’s
easy-to-install “green
box” monitoring device
reduces the energy
needed to power lights
and helps to save money
Participates in a Network company mission for
energy saving and green technologies
Results in a joint
venture in Lithuania
to license
Wattguard’s
technology in the
Baltic markets
GREEN
BOX
How it works: international
partnerships
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A thriving partnership
is born with more projects on
the horizon
Network
identifies
Czech glassblowers
in Bohemia
London
designer
seeks skilled
glassware
craftsman
How it works: international
partnerships
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How it works: advisory support
Identifying the best market opportunities for your business
Information on EU laws and standards
Facilitating SME feedback on EU rules
Advice on intellectual property
Practical advice on doing business in another country
The Network's experts provide tailor-made advice
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29. een.ec.europa.eu
Polish SME
In construction sector wants to
compete for public procurement
projects in neighbouring Germany
Network organises
specialised advice and
training on procedures
and certification
Polish SME
becomes the first
Polish company
certified in
Germany
How it works: advisory support
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30. een.ec.europa.eu
How it works: innovation support
Tailored support packages to steer you onto the fast track to success.
Advice and help for innovative SMEs to access R&I
funding (H2020, SME Instrument …)
KAM services for SME Instrument beneficiaries
Help in finding the right technology to improve your innovation
Help in finding the finance it needs to grow.
Personalised support to help shape innovation potential into
international commercial success
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31. een.ec.europa.eu
Italian start-up SOLWA
SRL developed a green
technology to treat
polluted or sea water
using solar energy
Network organises high level institutional delegation in
Portugal to raise its profile and meet other companies
working in the international markets.
SOLWA teams up
with a Spanish
research centre with
complementary
expertise. Enhanced
technology wins
multiple awards.
How it works: innovation support
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32. een.ec.europa.eu
Greek SME Crypteia
wanted to turn research
results on digital security
into a commercial
business
Network provided business mentoring, coaching, help
to draft a business plan, advice on patents in different
markets. Access to Venture Capital partners in Greece
and abroad
Growth and
international success
In 3 years, Crypteia's annual
turnover increased x 20 and
its workforce quadrupled
How it works: innovation support
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33. een.ec.europa.eu
It works! Crypteia
Number of
employees
Turnover Markets they have
entered
Number of clients
they have gained
GTB - Global Telecoms Business Innovation Awards
2015: Business service innovation (Global network threat
identification for enterprises)
October 20, 2014 PCCW Global, the international operating
division of HKT, Hong Kong’s premier telecommunications
service provider, has acquired Crypteia Networks.
6 (2012)
26 (2015)
€23.000
€241.000
(2012)
(2014)up to
estimated
at €500.000 (2015)
U.S.A, Africa, Middle
East, Europe (UK,
Germany, Cyprus,
Greece + more),
Balkans, Hong Kong,
Latin America
More than
30new
enterprise
clients
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34. een.ec.europa.eu
It works! Satisfied, successful SMEs
85%
SME
satisfaction
rate
SMEs
who use the Network
grow on
average
more than those
who don't.
3%
points
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35. een.ec.europa.eu
Boosting growth and creating jobs
in the EU (2008 – 2014)
11,000
companies
have signed business,
technology or
research partnerships
90,000
companies
attended international
brokerage events and
company missions
1.7
million
people
participated
in events
70,000
targeted
business
meetings
every year
600,000
questions
on EU issues
answered
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36. een.ec.europa.eu
13,000 Business
Connections
Via B2B matchmaking
with companies outside
the EU
10,000
Technology
and business offers &
requests available
7,000
SMEs
Connecting
every month
13,000
Technology
audits and business
reviews per year
Boosting growth and creating jobs
in the EU (2008 – 2014)
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37. een.ec.europa.eu
17 key sectors
Network experts in 17 key sectors have teamed up to provide you with customised support.
Women
Entrepreneurship
Agrofood Automotive, Transport
and Logistics
BioChemTech Creative
Industries
Environment
Healthcare ICT Industry &
Services
Intelligent
Energy
Maritime Industry
and Services
Materials Nano and micro
technologies
Services and
Retail
Sustainable
Construction
Textile & Fashion Tourism and
Cultural Heritage
Aeronautics and
space
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38. een.ec.europa.eu
What the media says
"Thanks to the Enterprise Europe Network, an EU-funded initiative
which helps put entrepreneurs from around the trading bloc in touch
with one another, Rokos finally found a factory in the Czech Republic
willing to produce his pieces in the quantities required and at a price
that made sense"
Financial Times (14 August 2015) Article by Sarah Gordon"
"
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39. een.ec.europa.eu
"There are a lot of organisations that you can tap into (…) there is
another one called the Enterprise Europe Network - they are probably
the most credible SME business suppliers (…).
The trick with them is that they will take you in front of the right
people"
BBC Radio 2 (August 2015) The Jeremy Vine Show"
"What the media says
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40. een.ec.europa.eu
Il Sole 24 Ore (June 2015) Article by Irene Giuntella
"
"Enterprise Europe Network supports businesses by providing a range of services
such as internationalisation, finding research partners and networking in EU
countries and beyond…
The Network supports businesses in their growth and helps them expand beyond
borders. Thanks to the Enterprise Europe Network Solwa was able to get in touch
with a research centre in Barcelona and was able to find international partners for
its projects."
What the media says
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41. een.ec.europa.eu
What SMEs say
"We are very grateful to the Enterprise Europe Network
for helping raise our profile internationally"
"We are very grateful to the Enterprise Europe Network
for helping raise our profile internationally"
Jonathan Mitchell, Viridian Solar (UK)
"
"
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42. een.ec.europa.eu
"When you start with the Network one contact often leads
to several others."
"When you start with the Network one contact often leads
to several others."
Matti Skor, Landesgesellschaft Mecklenburg-Vorpommern (LGMV)
GmbH (Germany)
Matti Skor, Landesgesellschaft Mecklenburg-Vorpommern (LGMV)
GmbH (Germany)"
"What SMEs say
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43. een.ec.europa.eu
What SMEs say
Adina Bugescu, Prospero (Romania)Adina Bugescu, Prospero (Romania)
"With the Network on our team, we will keep
growing"
"
"
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45. een.ec.europa.eu
Visit een.ec.europa.eu
to find the Network near you
Contact us
Follow us at
www.enterpriseeuropenetwork.nl
Uw sector adviseur
Vragen?
Bedankt voor uw aandacht
Olaf ter Haar / olaf.ter.haar@kvk.nl
Twitter: @olafterhaar Linkedin: Olaf ter Haar
+31.6.5162 7373
Blog: www.olafterhaar.blogspot.nl en EEN Blogpagina
Notes de l'éditeur
Introduction: explain that what we do – in a nutshell – is to help ambitious SMEs innovate and grow internationally.
These are the SMEs that think bigger and want to go further by expanding into new markets.
Message to HOs: I’m going to explain how we help these SMEs and how our role can complement yours.
We are at the heart of the EU’s growth and jobs strategy.
We already have many years’ experience and have built up significant expertise and strong connections since our launch in 2008.
The Network entered a second phase in 2015, which brought new financing under the COSME and Horizon 2020 programmes as well as exciting new innovation services that we also provide for SMEs.
This demonstrates the continued importance and value of the trusted services that we provide.
In figures, the combined total funding is 180 million EURO.
This means:
3000 local experts (by which we mean Full Time Equivalents)
Spread over more than 600 locations
In more than 60 countries worldwide
Message for HOs: So while we are only a few colleagues in this building, we are able to reach out to thousands of Network colleagues across the globe. This means that we can help SMEs from our region do business in dozens of countries … and get privileged access to information on the ground. We would love to explore more ways that we can make the most of this huge resource together.
Note that these logos have been randomly chosen to represent a wide range of Host Organisations from across the Network. Please feel free to adapt this slide using any HO logos from the Network that best fit the purposes / audience of your presentation.
Here you can see an example of the types of organisations that “host” our Network partners, ranging from Chambers of Commerce, Regional Development Agencies, research institutes and universities, etc…
… This means that we are able to maintain a strong local knowledge that keeps us close to our SME clients, while also offering the range of international expertise that helps these innovative small businesses to achieve their ambitions.
Here are some Network faces and as you can see, they are able to help on a wide range of issues – providing services in three key areas:
International Partnerships
Advice on doing business abroad
Innovation-focused services
Message to HOs: perhaps areas of your work also touch upon these types of services. Today I want to explain how our services – provided not only by me, but by colleagues like these across the world - can complement the ones that you are providing by bringing additional advice or information that can help us all provide a better service to our local SME clients.
The key messages below support your explanation of Network services. You can mention that later in the presentation you will give examples of how these services work in practice.
PARTNERSHIP
Through direct access to Europe’s largest dbase of business opportunities, our experts help SMEs forge new international partnerships with excellent growth potential
- We organise fast and effective matchmaking and brokerage events at international conferences to save clients time and money
Our tailor-made trade missions lead to successful partnerships thanks to thorough preparation, local knowledge and expert guidance.
ADVISORY
Our experts have the right advice to support SMEs’ growth ambitions
Whatever your business, we can advise on the best market opportunities to help you expand internationally
We cut through the complexities of international expansion by providing practical advice, targeted market intelligence and personalised support.
INNOVATION
We recognise innovation potential and help SMEs shape it into commercial success
Our experts help SMEs commercialise their innovations faster
With our practical, personal advice SMEs are confident to expand internationally protecting their ideas and assets as they grow.
The slide speaks for itself, but here are the Partnership messages as an “aide memoire”
PARTNERSHIP
Through direct access to Europe’s largest dbase of business opportunities, our experts help SMEs forge new international partnerships with excellent growth potential
- We organise fast and effective matchmaking and brokerage events at international conferences to save clients time and money
Our tailor-made trade missions lead to successful partnerships thanks to thorough preparation, local knowledge and expert guidance.
Here is a real example of how these services have worked in practice:
Wattguard, a Swedish SME based in Malmö had built up a successful business helping companies save on energy costs. Swedish businesses - from supermarkets to recycling plants - had been won over by Wattguard's easy-to-install 'green box' monitoring device which reduced the energy needed to power lights and allowed them to save money. Eager to take its pioneering technology into the neighbouring Baltic region Wattguard turned to the Enterprise Europe Network.
The Swedish Network partner invited the SME to a company mission on energy-saving and green technologies in Denmark and arranged for Wattguard to meet with a Lithuanian company seeking new technological innovations to introduce to Baltic customers. Following the meeting, the Network partners provided regular advice and support as the companies continued their negotiations.
Shortly after, the companies decided to form a joint venture in Lithuania to license Wattguard's technology for use in the Lithuanian, Estonian and Latvian markets. Both entrepreneurs are happy with the new partnership and the Network's assistance along the way. "Finding a trustworthy international partner is never easy, but with the help of the Enterprise Europe Network, we immediately found the right personal and professional chemistry to proceed to a tangible cooperation," says Arnoldas Vasiliauskas of Lithuanian SME Vacys ir Vacys.
Here is a real example of how these services have worked in practice:
When award winning UK design company Rokos was struggling to find an appropriate manufacturer for its iconic Gauge Vase, it reached out to the Enterprise Europe Network office at UCL in London for help. Few manufacturers had the exceptional craftsmanship needed to produce high quality glass to Rokos’ challenging technical specifications.
Aware of the Czech Republic's distinguished glassmaking tradition, Enterprise Europe Network London contacted their Czech counterparts with a detailed brief of the technical specifications and quality required. Enterprise Europe Network colleagues in Prague then used their local knowledge and contacts to identify the most promising leads. As a result, Novosad & syn Harrachov, s.r.o. - the Czech Republic's oldest glass manufacturer - was given the opportunity to demonstrate its potential to Rokos, produce prototypes, and secure a deal to manufacture one of the three sizes of the vase.
Both sides are really pleased with the collaboration and are planning to work on other design projects. British designer Jim Rokos said: "I know how incredibly difficult it is to find the right manufacturer … all my thanks to the Enterprise Europe Network and I can only recommend you to … designers who struggle to find the right match to make their product ideas happen."
Follow the bullets on the slide and feel free to use the following advisory services messages:
ADVISORY
Our experts have the right advice to support SMEs’ growth ambitions
Whatever your business, we can advise on the best market opportunities to help you expand internationally
We cut through the complexities of international expansion by providing practical advice, targeted market intelligence and personalised support.
Here is a real example of how these services have worked in practice:
Michał Hortyński owns and runs an SME specialising in electrical installations in Szczecin, Poland – close to the border with Germany. He had his sights on winning public building contracts in Germany. Michał knew his team had the technical expertise to compete for such projects but needed help in navigating Germany's complex public procurement procedures. He turned to his local Enterprise Europe Network branch who offered him a place on a public procurement training session designed for ambitious entrepreneurs who want to internationalise.
Inspired by what he had learned, Michał decided to apply for a special certificate that simplifies participation in public procurement procedures in Germany.
Although the process seemed daunting, Michał was in good hands: Enterprise Europe Network expert Tomasz Łyżwiński gave Michał the advice he needed on the certification process and the German public-procurement terminology. Tomasz himself was able to rely on the knowledge and expertise of his colleague Angelika Höß - a procurement specialist from the Network's Munich branch.
Working together, Tomasz and Angelika ensured that Michał's application stayed on track. The hard work paid off and Michał's SME became the first Polish company certified in Germany.
Follow the bullets. Additional messages on innovation support are below:
We recognise innovation potential and help SMEs shape it into commercial success
Our experts help SMEs commercialise their innovations faster
With our practical, personal advice SMEs are confident to expand internationally protecting their ideas and assets as they grow.
Here is a real example of how these services have worked in practice:
Italian start-up SOLWA SRL developed a green and sustainable technology able to treat polluted water and sea water using only solar energy. This means that pure, distilled water can be provided at zero operational costs. While the technology clearly had the potential to tackle a global issue, the company needed help to fine-tune the product and bring it to the attention of international partners. To ensure maximum support, two Network partners in the Veneto region of Italy pooled their expertise to provide an integrated service exploring on the one hand potential technology partners and on the other, internationalisation opportunities.
On the technology side, thanks to the Network's brokerage service, SOLWA teamed up with a Spanish research centre with complementary expertise, enabling SOLWA to enhance its technology so it can be adapted to a wider variety of climates and conditions.
As for internationalisation, the network ensured SOLWA's participation in a high level institutional delegation to Portugal which provided a unique occasion to meet other companies working in the international markets.
SOLWA has since received international recognition, multiple awards, was invited to exhibit at EXPO Milano 2015 and is now offering its technology on the international markets with the continued advice and support of the Network.
Here is a real example of how these services have worked in practice:
Greek SME Crypteia Networks was set up by a highly skilled team of engineers and academics who wanted to turn research results into commercial business products and services. Their goal was to create the next big thing in digital security. While the company had plenty of technical expertise, it lacked the practical business support to reach its goal. This is where the European Enterprise Network partner in Athens - National Documentation Centre (EKT/NHRF)- was able to help.
Firstly the EKT/NHRF team provided business mentoring and coaching workshops and helped them to draft a business plan. It then researched the requirements for submitting patents in different markets and advised on which would be most suitable. EKT/NHRF also provided guidance on relevant EU research funding opportunities and provided access to Venture Capital partners in Greece and abroad, as well as a direct channel of communication with major international security partners.
Crypteia won two proposals through Greek Structural Funds and achieved pre-seed funding through EIF Venture Capital partner in Greece.
The company was able to create its first sustainable business line, turning research results to a commercial product (MOREAL) with 90 clients in Greece. It since expanded into Asia, Latin America, North America, Europe, Middle East and Africa. The Crypteia team said:
"Enterprise Europe Network has proven to be our most valuable ally in the war against digital threats - and we hope they will continue to be!"
… and the results speak for themselves….
Let’s not forget that this was a free of charge service provided to Crypteia with dedicated experts guiding them on the road to success.
These figures were published in 2015.
See study completed by Technopolis for the European Commission “Final Evaluation of the Enterprise Europe Network 2008-2014”
Self-explanatory.
Figures are taken from data from the first phase of the Network (2008-2014).
Self-explanatory.
Figures are taken from data from the first phase of the Network (2008-2014).
Self explanatory.
Message to HO colleagues:
If you have SME clients in these areas, we may be able to provide additional expertise that could be helpful across any of these sectors and across markets worldwide.
Alternative quote can be used from your local or national media.
Alternative quote can be used from your local or national media.
Alternative quote can be used from your local or national media.
Alternative quote can be used from one of your own clients.
Alternative quote can be used from one of your own clients.
Alternative quote can be used from one of your own clients.
These are just some of my Network colleagues. We are here to help you so please don’t hesitate to get in touch.