"I've never done it before, so I think I can do it," she says. That statement, attributed to Pippi Longstocking, perfectly sums up Leontien de Waal, sector specialist at ABN Amro. She is someone who doesn't wait, but does. Known at trade shows and events, but above all driven by a mission: helping the construction sector innovate with humanity, guts and digital power.
De Waal is a connector pur sang. She knows the industry inside out and speaks the language of entrepreneurs. "I'm just someone who doesn't bullshit, but polishes," she says with a laugh. "And that suits construction just fine."
From Hoofddorp to clear insights
She grew up in Hoofddorp, close to Schiphol Airport. Her Amsterdam family taught her that you can achieve anything if you go for it. "That shaped me. I've always believed that it's better to try and learn than to wait for something to happen by itself."
That attitude eventually brought her to the construction industry. When she was asked to become a construction and real estate sector specialist, she didn't hesitate. "I had never done it before, so I thought: I guess I can do it. Construction is a sector of doers. What we build determines how we live, work and work. That makes the work enormously relevant."
The Pippi mentality in practice
De Waal sees a huge opportunity in construction to use technology smarter. "Digitalization and AI are often seen as something for the office, but they can actually make the work of professionals easier." She cites an example of a startup that developed an app that allows mechanics to find technical solutions instantly through a chatbot. "This keeps knowledge on the construction site - where it belongs."
Still, she insists on the human side of digitization. "You can send people on training, but if they are not digitally literate, they will learn tricks without understanding. First, it must be clear why technology is important. Only then can you really move forward."
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Cyber-safe and future-oriented
In addition to innovation, De Waal sees new risks. "Construction is attractive to cybercriminals. The chain is long and there is always a weak spot somewhere." She helps companies strengthen their digital security with training and analysis. "It goes beyond insurance. It's about awareness and taking responsibility."
Even within her own organization, she tries to raise that awareness. "We often come up with great financial products for sustainable or innovative projects. But at the same time we have to think carefully about what that means for entrepreneurs. Administrative burdens are already high enough. Ultimately, you want companies to build, not just fill out forms."
LSD and NIVEA
Anyone speaking with Leontien de Waal will soon hear her favorite abbreviations: LSD and NIVEA. "LSD stands for listening, summarizing and questioning. That seems simple, but it's a skill that is far too rarely applied," she explains. "By really listening to entrepreneurs, you discover what's going on behind the numbers. Only then can you think along in solutions that make sense."
And then there's NIVEA - not filling in for someone else. "That's just as important," she says. "We often think we know what someone means, but we don't ask. While that very open attitude creates trust. As a sector specialist, I don't just want to advise, but above all to understand what drives an entrepreneur. That produces better conversations and better results."
De Waal smiles, "I once gave a presentation where I thought I had explained everything perfectly. Afterwards, people came up to me with questions that showed I had not connected to their reality at all. That was a lesson I have never forgotten: don't fill in the blanks, but keep asking."
Guts to choose
She likes entrepreneurs who dare. "During the credit crisis, I spoke to someone who was holding on to a business unit that no longer fit. I asked: do you want to keep putting your energy there or focus on what you really believe in? A year later he said, 'I did it.' I loved that."
Building tomorrow together
Ten years from now, De Waal envisions a sector that is smarter, greener and more creative. "Construction is buzzing with talent and ideas. We are going to build faster, more sustainable and more nature-inclusive. But that will only succeed if we work better together and really trust each other."
De Waal smiles: "Construction needs more Pippi's - people who dare to start without knowing if it will succeed. The world is changing rapidly. You can wait, or take the hammer yourself. What about me? I take the hammer."
