CS – Strategic Marketing & Tender Support for the E65-Pathé Highway in Greece

CASE STUDY

Market Entry & Project Support for Italian Firms in Egnatia highway Greece

Italian construction companies aiming to participate in the development of the E65–Pathé Highway in Eastern Greece faced a highly competitive and complex public procurement landscape. The challenge was twofold: securing visibility and credibility in a foreign market, and effectively navigating intricate tendering procedures governed by EU regulations and local requirements. These companies needed strategic support to enhance their positioning, improve bid quality, and maximize the likelihood of contract awards.

Key Issue

Action Plan

Deltasigma provided end-to-end strategic advisory and operational support throughout the tendering process. Our intervention began with a detailed market analysis to map stakeholders, identify competitors, and assess regulatory frameworks. We defined tailored market entry and positioning strategies, emphasizing each client’s unique value proposition. We then assisted in the preparation of high-impact bids, offering guidance on technical documentation, compliance standards, and financial structuring. In parallel, we supported negotiation phases by coaching client teams, analyzing counterpart strategies, and advising on contract optimization. Our approach combined analytical rigor with practical execution, ensuring alignment between commercial goals and project requirements.

Thanks to our strategic guidance, our clients secured key contracts along the E65–Pathé corridor, significantly expanding their footprint in the Greek infrastructure market. Beyond contract acquisition, our contribution enabled smoother project rollout, improved stakeholder relationships, and reinforced the reputation of Italian engineering capabilities abroad. The initiative also opened new collaboration opportunities and laid the groundwork for long-term presence in Southeastern Europe’s infrastructure sector.

Achieved Goals