Résumé (EN)

This paper examines the discursive mise-en-sens (Corvellec & Risberg,2007) tactics civil society organizations (CSOs) use to influence strategicdevelopment of companies. Drawing on the case study of Suez-Environment, a major water distribution company in the world, we showthat CSOs can play an important role in the definition of companies’business model (BM). We show 16 mise-en-sens tactics that CSOs use inorder to shape strategy development, the output of which being new strategic segmentation. Our research provides contribution for theStrategy-as-Practice field through a) highlighting the role of CSOs aspractitioners in companies BM evolution b) identification of 16 mise-en-senstactics in strategy development c) understanding which elements ofstrategy are addressed by mise-en-sens tactics.