From identifying major international projects to involving Swiss suppliers
It takes more than just compelling products and services for Swiss companies to participate in major international infrastructure projects (GIP). Links with the project managers and suitable financing solutions are also key.
The key to project identification is the network
Major international infrastructure projects come about in a complex environment with numerous participants, including banks, international general contractors (EPC, engineering, procurement and construction), exporters and export credit agencies. A well-established network helps Swiss Export Risk Insurance SERV to find out about planned and ongoing projects and to identify possible entry points for Swiss companies.
SERV uses its contacts in the international export financing landscape and teamwork in “Team Switzerland Infrastructure” to engage in dialogue with project managers and other relevant players. Switzerland Global Enterprise (S-GE), which carries out export promotion on behalf of the Swiss Confederation and has a local presence around the world through its Swiss Business Hubs, is an important partner here. In Brazil, the United Arab Emirates and India, infrastructure experts work at S-GE’s Swiss Business Hubs, which are functionally managed by SERV. They thus connect S-GE’s presence and market knowledge with SERV’s know-how in export financing and establish important contacts in the individual regions. As a result, SERV learns about projects both through its existing partners and by being directly contacted by companies interested in working with exporters.
SERV uses its contact with project managers to find out what requirements a project has and whether there are any opportunities to use Swiss products, technologies or services.
From major international project to Swiss participation
If an opportunity arises for Swiss firms to become involved, the next step is to identify suitable suppliers and service providers. The EPC running the project is responsible for selecting suitable suppliers. A key role is played here by the trade associations Swissmem, Swissrail and suisse.ing. They know Swiss companies and their expertise and help to connect the EPCs with potential Swiss suppliers. This can happen on paper or through a matchmaking event where Swiss companies present their innovative solutions for the project to the EPCs.
The requirements that need to be met by the companies and their products or services are defined in more detail as the project progresses. This enables the right Swiss expertise to be incorporated into procurement for and the implementation of major international projects. SERV provides advice throughout this process and assists companies with questions on project workflows, the players involved and the requirements for cover by SERV.
If a deal is made, the Swiss companies chosen can deliver their products or services to the EPC. The SERV cover helps to insure payment default risk and facilitate financing solutions.
What does this look like in practice? Read our customers’ success stories here.
Added value for the Swiss export industry
The GIP mandate can facilitate access to major international infrastructure projects for both established exporters and small and medium-sized enterprises (SMEs). For some companies, participating in a project like this could even mean their first export transaction.
So the mandate helps to increase the visibility of Swiss expertise across international markets and tap into new business opportunities.
