What this means

• Increasing the robustness of project selection processes and making deliberate bidding choices that reflect Arcadis’ values and economic criteria.

• Improving margins and driving growth, including by expanding our successful Key Client Program.

• Seeking opportunities to cross-sell across the global business.

Key Clients bring in 65% of 2025 net revenues

Arcadis has identified a select group of global and regional clients as 'Key Clients', and we invest in building relationships with these clients that are long-term, cross-business, and multi-geography – thereby driving win rates, revenue growth, higher margins and repeat work. These are strategic, relationship‑led accounts with a dedicated account manager and an Executive Leader as sponsor.

Key clients have the highest priority in project opportunity go/no-go, resources and investments, and each account has a three-year strategic plan and annual financial targets. On an ongoing basis, we identify Key Clients according to criteria that include their annual order intake, strength of pipeline opportunities and opportunities to cross-sell, and margin accretion.

When we launched our Key Client Program 2.0, we committed to expanding the number of clients in the program by 50% and growing our share of wallet within Key Clients to drive profitable growth. The program now includes approximately 270 of the 9,000+ clients served by Arcadis and accounts for 65% of our net revenues.

During 2025, we launched an Integrated Account Management program focused on cross-selling across these clients by identifying and targeting a larger share of wallet.

Increased selectivity drives margin improvement

In line with our 2024-2026 strategy, we have tightened our business pursuit criteria and processes, focusing on clients and markets with a higher win-rate, higher growth profile and margin profile, and strong pipeline opportunities.

We are pivoting to high-growth markets such as water (particularly in the US), energy transition (mostly in Germany), and nuclear (in the UK and the Netherlands). These moves will help drive the operating EBITA margin performance.