"Bridging Economies: Erling Gabrielsen on the Future of Dutch-Norwegian Business Relations"

In the DNBN Interview series, we engage with Erling Gabrielsen, CEO & Senior Advisor at Pontevo AS in Bergen, Norway, to discuss the dynamics of Dutch-Norwegian business relations.

1. How do you see the economic relationship between Norway and the Netherlands evolving in the next five years, and what role can Pontevo play in facilitating this growth?

The economic relationship between Norway and the Netherlands is currently experiencing significant transformation across several key sectors. This evolution is particularly evident in major infrastructure developments, such as the Port of Rotterdam's strategic initiative to establish itself as a major hydrogen import hub for Northwest Europe.

The energy transition is creating substantial opportunities for collaboration. A prime example of this is the Northern Lights CO2 transport and storage project, which has established a concrete connection between Dutch industrial CO2 emissions and Norwegian storage capabilities. In the offshore wind sector, Norwegian energy companies have steadily increased their presence in Dutch projects, demonstrating the growing integration between our energy markets.

Maritime innovation continues to drive cooperation between our nations. Dutch shipyards, including Damen, have established productive working relationships with Norwegian equipment suppliers. Both countries are also making significant advances in autonomous shipping technologies through their research institutions, while maintaining a shared commitment to developing green maritime solutions.

As a facilitator in this environment, Pontevo's role encompasses several key functions. We work to identify complementary strengths between companies in both markets and help organisations understand the specific opportunities and challenges they may encounter. Our focus is on connecting relevant partners across sectors and guiding companies through the collaboration process. When appropriate, we can provide insight into available support mechanisms to help facilitate these partnerships.

2. Which sectors do you believe hold the most potential for Dutch-Norwegian collaboration, and how can businesses in these sectors capitalise on these opportunities?

Current successful collaborations have highlighted several sectors with exceptional potential for growth and partnership. In the maritime and offshore sector, Van Oord's substantial involvement in Norwegian offshore wind projects has demonstrated the value of combining Dutch offshore construction expertise with Norwegian energy sector experience. Damen Shipyards' ongoing relationships with Norwegian maritime equipment suppliers have created a model for successful industrial cooperation.

The green energy transition presents particularly promising opportunities. The Northern Lights project exemplifies how Dutch transport infrastructure can complement Norwegian storage capabilities in carbon capture and storage. Nel Hydrogen has established significant partnerships with Dutch gas infrastructure companies, highlighting the potential for collaboration in the emerging hydrogen economy.

3. Both Norway and the Netherlands are leaders in innovation. How can companies from both countries effectively exchange knowledge and technology to drive mutual growth?

Knowledge exchange between Norwegian and Dutch companies has proven most effective through established institutional frameworks and industry partnerships. There is an active collaboration today between NTNU and TU Delft in maritime technology research which serves as an excellent example of successful academic partnership, producing tangible results in maritime innovation.

Industry clusters play a crucial role in facilitating knowledge transfer. The Norwegian Centre of Expertise Maritime CleanTech's work with Netherlands Maritime Technology has created a robust platform for technology exchange. Similarly, Energy Valley's collaboration with Dutch energy clusters has accelerated innovation in sustainable energy solutions.

4. What cultural insights have you gained from working with Dutch partners, and how do these insights help in building stronger business relationships?

The business cultures of Norway and the Netherlands share several fundamental characteristics that facilitate effective collaboration. Both cultures value direct, clear communication in business discussions, which helps establish transparent and efficient working relationships. This shared appreciation for straightforward dialogue reduces the risk of misunderstandings and accelerates decision-making processes.

The approach to consensus-building in both cultures strike a similar balance between efficiency and inclusivity. Business leaders in both countries typically seek input from key stakeholders while maintaining focus on timely decision-making. This shared approach to management makes it easier to align expectations and working methods in joint projects.

Both cultures demonstrate a strong commitment to innovation and practical problem-solving. This shared mindset facilitates productive collaboration on technical challenges and new business opportunities. The mutual focus on sustainability and environmental responsibility also creates a strong foundation for partnerships in green technology and sustainable business practices.

5. How would you describe the investment climate in Norway for Dutch investors?

Norway offers a stable and transparent investment environment that provides strong protections for foreign investors. The legal framework is particularly robust, featuring comprehensive intellectual property protection and clear dispute resolution mechanisms that align well with Dutch business expectations. This system provides Dutch investors with the certainty and security necessary for long-term business planning.

Market access is facilitated through Norway's membership in the European Economic Area, which ensures seamless trade with EU member states. The country's well-developed infrastructure and high rate of digital adoption create an efficient operating environment for international businesses. These fundamental strengths are particularly relevant for Dutch companies, which often operate at the forefront of digital innovation.

6. What are some common regulatory challenges faced by Dutch companies entering the Norwegian market, and how can they be navigated successfully?

Norwegian regulatory requirements demand careful attention across several key areas. The employment law framework is particularly comprehensive, featuring specific requirements for employee representation on company boards when staff numbers exceed 30 people. The strong presence of labour unions and collective agreements also requires careful consideration in business planning.

Environmental regulations in Norway are particularly stringent. Companies must comply with detailed environmental impact assessment requirements and participate in the established CO2 tax system and emissions trading schemes. The maritime and offshore sectors face additional specific regulations designed to protect Norway's marine environment.

Different sectors face distinct regulatory challenges. In healthcare, companies must navigate the Norwegian Medicines Agency (NoMA) approval processes and comply with specific medical device registration requirements. The maritime sector must meet Norwegian Maritime Authority certification standards, particularly for vessels operating in Norwegian waters. Energy sector participants need to understand the licensing requirements of the Norwegian Water Resources and Energy Directorate (NVE).

Successful navigation of these regulatory requirements typically involves early engagement with relevant authorities and thorough understanding of certification requirements before market entry. Building relationships with industry associations and working with experienced local partners has proven effective for many Dutch companies establishing operations in Norway.

7. How important is networking in the Dutch-Norwegian business context, and what strategies do you recommend for building influential connections?

Networking in the Dutch-Norwegian business environment requires a structured and purposeful approach. One effective form of networking occurs through active participation in industry-specific clusters and associations, where companies can engage with relevant peers and potential partners. These forums provide natural opportunities for relationship building and knowledge exchange.

Professional networks in both countries tend to be well-organized and accessible, but they function most effectively when approached with clear objectives and genuine interest in collaboration. Successful networking strategies often combine participation in formal industry events with targeted relationship building through introductions from existing partners.

8. Looking ahead, what do you envision as the key drivers of Dutch-Norwegian business relations, and how can companies prepare to leverage these drivers?

The future of Dutch-Norwegian business relations will likely be shaped by several key trends. The transition to sustainable energy solutions, including offshore wind development and hydrogen infrastructure, presents significant opportunities for collaboration. Maritime sector innovation, particularly in green shipping technologies and autonomous vessels, will continue to drive partnerships between companies from both nations.

Digital transformation across industries creates new opportunities for cooperation, especially in areas where both countries have established expertise, such as maritime operations and port management. The growing focus on sustainable practices in traditional industries like aquaculture and shipping also presents opportunities for innovative partnerships.

To leverage these opportunities effectively, companies should focus on developing a thorough understanding of both markets and building strong local networks. Success often requires a combination of technical expertise, market knowledge, and the ability to navigate both business cultures effectively.

Final Thoughts

The foundation for successful Dutch-Norwegian business relationships lies in understanding and leveraging the complementary strengths of both markets. While various support mechanisms exist to facilitate collaboration, the key to success is identifying the right partners and helping them understand each other's markets and capabilities. As facilitators, we focus on helping companies navigate this journey effectively, drawing on our understanding of both business environments to create lasting and productive partnerships.

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