Based in Prague, Czech RepublicArtem SmirnovServing clients in 24 countries

    Industrial

    This section is for industrial suppliers who want to sell into energy projects, utilities, nuclear, defence, aerospace and large manufacturers. These buyers are reachable, but they approve new suppliers slowly and through several people, so the route matters more than the message.

    My first question to any supplier is the same: which customers have paid you, and who signed for it? That answer tells me which layer of the supply chain to start with, often a tier 1 or a contractor rather than the operator whose name is on the project. Buyer first, portal second. Many of these markets are small enough to write on one sheet of paper, so I plan for depth: more of the right people per account, longer sequences, one offer for one kind of buyer held for a year. Where a plant service depends on being close to the gate, a local audience wins.

    Four things go wrong: writing the email before mapping the buyer, choosing titles for how senior they sound, treating supplier registration as if it were a sale, and messaging every company in the sector at once. Approval at fabs and aerospace shops takes months, and a pharma plant signs within quarters, so a campaign judged in month two misses it.

    The articles run in four groups. Manufacturing buyers: plants, automotive, aerospace, medical devices, pharma, food, chemicals, semiconductors and packaging. Energy and utilities: offshore wind, grid, gas networks, hydrogen, carbon capture, heat networks, solar, LNG and the North Sea. Nuclear, defence and space. Regulation explainers, read as a sales view rather than legal advice, for the CRA, the Data Act and PFAS.

    Start with the manufacturing route comparison, then offshore wind, then the UK nuclear supply chain.

    Start here

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