When steelmakers meet startups: what the EIC Multi-Procurer Day delivered

On 28 February and 1 March 2023 the European Innovation Council organised an online Multi-Procurer Day in partnership with two Czech industrial buyers, Třinecké Železárny and Refrasil. The event brought together 10 EIC-backed companies with market-ready solutions aligned to the procurers' priorities. Presentations focused on digitalisation, circular economy, decarbonisation and energy savings. After the pitches six of the presenting companies were selected for further discussions with the two corporates.

Why the event was organised and what each side wanted

The Multi-Procurer Day is part of a broader EIC effort to connect innovative small and medium sized enterprises with larger buyers. For the participating industrial groups the attraction is straightforward. Třinecké Železárny, a major Czech steelmaker, and Refrasil, a refractory materials manufacturer, were looking for technology and product ideas that could reduce energy use, improve productivity, and lower carbon intensity. For the EIC the event is a channel to push market uptake for its portfolio companies and to cultivate procurement opportunities that can help scale those firms.

What the procurers told the EIC team

The organisers followed the event with interviews of three company representatives. Jiří Mravec, Digital Innovations and Strategy Specialist at Třinecké Železárny, said the company used the EIC platform to identify innovations that could 'contribute positively' to their operations and that the event saved them time by preselecting suitable SMEs. Kristýna Kalincová, the firm's public relations officer, described the event as a professionally managed opportunity to learn about new trends and technologies across multiple fields. Miroslav Bruk, Managing Director at Refrasil, emphasised the company aim to find automation and energy saving solutions to raise productivity and competitiveness.

How the event went and immediate outcomes

All three interviewees commended the organisation and the preparedness of presenting SMEs. Mravec said pitches were succinct, relevant and aligned with company needs. Kalincová and Bruk also highlighted strong preparation and high quality solutions. From the ten companies that pitched, six progressed to further conversations. Třinecké Železárny indicated ongoing cooperation with several SMEs to assess technical fit and feasibility. Refrasil expected potential future engagements but had not yet progressed to concrete collaborations at the time of the interview.

What 'innovation procurement' means in practice

The European Innovation Council supports these pathways through programmes that couple startups with public and private buyers. Initiatives such as SPIN4EIC, InnoBuyer and InnoMatch aim to lower transaction costs, provide matchmaking, and fund pilots or proof-of-concept demonstrations. These instruments are intended to bridge the gap between innovators and procurers so that SMEs can scale via concrete market opportunities rather than only grant funding.

A measured appraisal from the procurers

While the procurers praised the event for efficiency and the quality of the shortlists, their comments reflect a pragmatic mindset. Třinecké Železárny and Refrasil both described the event as a useful first step. They highlighted that subsequent stages will focus on checking whether solutions are fit for heavy industrial use, whether they integrate with existing processes, and whether they deliver the promised energy or carbon reductions under real conditions. These are important caveats when industry engages with early stage or scaling startups.

Profiles: the two procurers

Why events like this matter for the European innovation ecosystem

Procurement can be one of the most effective routes to scale for innovative companies, provided buyers accept the risks and commit to piloting. The EIC has been expanding procurement-focused services to help close the commercialisation gap. Structured programmes can increase visibility for startups and accelerate the co-creation of solutions for public and private buyers. The EIC's SPIN4EIC initiative and the InnoBuyer and InnoMatch projects are examples of that approach, offering matchmaking, training, and funding lines for pilots.

Nevertheless there are realistic limits. Large industrial buyers typically work with long investment cycles. Compliance, integration and liability concerns can slow adoption. For startups, demonstrating reliability at industrial scale often requires more capital and time than a short interaction can reveal. Success therefore depends on follow-through funding for pilots, clear procurement roadmaps from buyers, and honest appraisal of risks and costs on both sides.

Next steps and expected trajectories

Following the Multi-Procurer Day Třinecké Železárny reported ongoing conversations with several SMEs and planned further cooperation to test technical suitability. Refrasil expected future engagements once pilots and further technical assessments are completed. For participating EIC companies the crucial next milestones will be securing pilot agreements, proving performance at scale, and navigating procurement procedures that could lead to longer term contracts.

Practical takeaways for innovators and procurers

For innovators: prepare concise, evidence based pitches that address industrial integration and reliability concerns. For procurers: use events like this to filter promising suppliers but plan for the time and budget needed for pilots and certification. For policymakers and intermediary bodies: maintain and scale procurement support instruments and consider dedicated pilot funds to reduce adoption barriers.

The Multi-Procurer Day with Třinecké Železárny and Refrasil is a clear example of demand side innovation outreach. It underlines the potential of procurement to shift markets toward greener, more digital and more circular industrial practices. It also highlights that initial matches and good pitches are necessary but not sufficient. Delivery at industrial scale will determine whether these conversations translate into measurable energy savings and emissions reductions.

Additional information and disclaimers

The event was organised by the EIC Business Acceleration Services as part of its Innovation Procurement Programme. Readers should note that this article reflects interviews and publicly shared information from the EIC and the participating companies. It should not be interpreted as the official view of the European Commission or other organisations. The procurers and EIC initiatives referenced here have broader ongoing programmes aimed at scaling innovation across the EU.