The question
The client had developed a water-repellent fabric treatment that uses no PFAS. European outdoor brands were sceptical of green claims, while EU restrictions on PFAS under REACH were tightening. The task was to turn a technical advantage into orders from brands that buy on evidence.
What we did
- Segmentation of the UK and German-speaking outdoor apparel markets to find early-adopter brands under pressure from the EU Strategy for Sustainable and Circular Textiles.
- A value proposition built on compliance and innovation, replacing a pitch built on cost.
- A plan for third-party verification by bluesign, ZDHC (Level 3) and OEKO-TEX.
- Pilot terms with three European brands, with durability and water-repellency indicators to show parity with the PFAS-based treatments they replace.
What changed
- A qualified B2B pipeline above €15 million within six months.
- A move from commodity supplier to development partner for leading European brands.
- Product development aligned with the PFAS restrictions the EU has adopted or proposed under REACH.
More cases
See all casesE-commerce group
Duty of vigilance and modern slavery
A vigilance plan and supplier escalation rules for an e-commerce group
A risk map, a vigilance plan with separate protocols for direct and indirect suppliers, and escalation rules from remediation to contract termination.
France and United Kingdom
6 months
Electronics manufacturer
Product carbon footprint
A product carbon footprint for refurbished devices, used in public tenders
A carbon footprint method for refurbished devices, built into the quoting tool so that sales teams issue a carbon-savings certificate with each quote.
Europe and North America
14 months
Financial services group
Procurement and Scope 3
Facilities contracts tied to waste and emissions targets
A green tender and performance-based contracts that tie catering and cleaning suppliers’ pay to food-waste and sourcing targets.
Europe
6 months