Question: Which are the most successful ways to get in contact with potential clients or project developers for countries with a developing EPC market?
Answer: Events (workshops, seminars, conferences, personal talks etc.) are the best way to meet and get in touch with relevant stakeholders. It is always useful to mention the projects you are currently involved with, even if they are still at a very early stage. Be pro-active, particularly if ESCOs are expected to be present in the audience. Alternatively, international associations such as eu.ESCO are also important to discuss ideas and network.
Question: Which communication instruments shall be used to communicate the value and quality of EPC to clients?
Answer: It is always important to refer to best practice projects. If none are available in the country, try to find similar projects (e.g. opera houses, hospitals, schools, residential buildings, etc.) from countries with a more mature EPC market. That way it is easier to explain in an effective way the success stories, achieved savings, project time-line, etc.