On 11 March 2026, Yuliia Solovyeva, founder of CSV Group, delivered a webinar for members of the Thermal Energy Cluster.

The session, titled “Communication Aspects of Export Activities in the Thermal Energy Sector: How to Adapt Negotiations and Positioning for Different Markets,” focused on how companies can more effectively enter and operate in European energy markets.

The webinar covered several practical topics, including:

- differences in negotiation styles across Western Europe, Central Europe and the Nordics

- how value propositions shift between price, quality, regulatory compliance and ESG

- how to communicate with municipalities and public sector clients

- working with engineering companies and EPC contractors

- common mistakes exporters make when entering European markets

Participants also discussed how decisions are made in energy infrastructure projects. In many cases, buyers evaluate not only technology or price, but long-term reliability, lifecycle costs, regulatory compliance and project risks.

The webinar also addressed the realities of B2G markets, where access often depends on understanding the broader ecosystem of stakeholders, including municipalities, utilities, EPC contractors and financial partners.

The session concluded with a discussion of practical strategies companies can use to position themselves and build partnerships when entering European markets.

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