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The client

ECN is a mid-sized company involved in energy research and technology development, with a focus on renewable energies. Key activities for the company include contract research and development for external organizations, the licensing of technology and systems to industrial companies and consulting on policy issues around energy.

The request

Developments in the area of renewable energy research (biomass energy and sugarcane) in Brazil had been of interest to ECN in the last year. ECN wanted to enter the market of sugarcane, and improve its energy potential and waste product bagasse. The assignment was to map the market for biomass research in Brazil, meet the companies and institutes behind the key projects and develop leads for our client to enter this market.

What we did

The team began by identifying three key lines of business for the client that best fit the Brazilian market. Then an analysis was made of the Brazilian market to identify companies and institutes that could be of potential interest, this was done by using a value-chain perspective. Additionally they found companies active in interesting biomass projects beyond sugarcane. The research team identified a list of high potential contacts and then departed for Brazil. In Brazil they spent three weeks in Sao Paulo state, the centre of the sugarcane industry in Brazil. The team met with sugarcane producers, industry associations, energy companies, universities, power plant operators as well as legal and regulatory experts and sought their view on the market for biomass research in Brazil.

The result

The team was able to introduce their client’s capabilities to multiple companies and arranged follow-up working meetings between the client and four new companies and institutes in Brazil.