DACH TACTICS #6: ESG = Trust Currency in DACH

Welcome to DACH TACTICS

Each week, I’ll send you 3 real tactics that actually help you break into Germany, Austria, and Switzerland. Not vague “localize your pitch” advice, but buyer psychology, tested outreach moves, and what no one tells you unless they’ve been in the room.

Here’s what to expect in every edition:

✅ 3 tactical insights

✅ 3 upcoming events

✅ 1 tool, strategy, or cultural edge to help you sell smarter

Let’s get started!

The EU’s Corporate Sustainability Due Diligence Directive (CSDDD) is now law, though its final form is still taking shape as Member States transpose it by the July 2027 deadline. Compliance will be phased in from 2028 through 2030. Political friction continues, with countries like Germany pushing to scale it back while others like Spain advocate for full enforcement.

For companies, this means ESG due diligence is a permanent fixture in Europe. Adapting early to these evolving standards will be key to success in major markets like Germany, Austria, and Switzerland.

1️⃣ In Germany, ESG is still a procurement filter - even as laws change

The German Supply Chain Act (LkSG) is still in force for companies with 1,000+ employees. The government plans to repeal and replace it with rules aligned to the EU’s Corporate Sustainability Due Diligence Directive (CSDDD), but until that happens, buyers are still screening suppliers for LkSG compliance.

Here’s what they’re thinking: “If they can’t pass ESG checks today, they’ll slow us down tomorrow.”

What to do instead:

– Prepare a concise ESG dossier: human rights, environmental standards, supplier audits.

– Reference EU CSDDD alignment, it shows you’re future-ready.

– Be proactive: share your ESG compliance before they ask.

Pro tip: In Germany, ESG readiness is a trust shortcut.

2️⃣ In Austria, ESG is reputation insurance

Austrian buyers watch for ESG gaps because they fear reputational risk more than fines. Public perception drives procurement decisions, especially in industries with strong stakeholder visibility like tourism, finance, and public contracts.

What they hear when your ESG policy is vague: “They could put us in tomorrow’s headlines.”

What to do instead:

– Balance environmental metrics with strong social impact stories.

– Highlight diversity, workplace safety, and community programs.

– Show examples where ESG actions strengthened partnerships.

Pro tip: In Austria, ESG is about how others talk about you.

3️⃣ In Switzerland, ESG is a governance audit in disguise

Swiss corporates, especially in finance and luxury sectors, treat ESG as a governance stress test. If your ESG framework is weak, they’ll assume your risk management is too.

Here’s what they’re thinking: “If they cut corners here, where else will they cut corners?”

What to do instead:

– Show who owns ESG internally and how it’s reported.

– Tie ESG actions to financial performance and operational efficiency.

– Use recognized frameworks (GRI, SASB, TCFD) for credibility.

Pro tip: In Switzerland, ESG = governance + numbers.

🇩🇪 Sustainable Finance Summit (Frankfurt, Germany)

📅 Oct 1–2 2025 – Frankfurt School hosts this two‑day summit focusing on ESG integration and bridging finance with the real economy

👉 https://forum.frankfurt-school.de/konferenzen/sustainable-finance-gipfel-25/

🇦🇹 ESG Innovation & Finance Summit (Vienna, Austria) 

📅 Oct 15–16 2025 – This Vienna event (often mistaken for the “Austrian Sustainability Summit”) dives into ESG strategy, supply‑chain resilience and stakeholder.

👉 https://innovatrix.eu/events/2nd-esg-europe-summit-navigating-the-esg-landscape/

🇨🇭 Swiss Green Economy Symposium (Winterthur, Switzerland) 

📅 Sept 2–4 2025 – A cross‑industry platform for ESG best practices and circular‑economy innovations, with company visits on Sept 2 and main programs Sept 3-4.2025

👉 sges.ch