What you need to know BEFORE selecting your Electronic Systems Integrator
by Bob Gullo
Due Diligence
What you need know BEFORE selecting your Electronic Systems Integrator
Most would agree that there are salient elements to look for when selecting a firm. What are the most important elements to you in the selection process?
While there is a litany of questions to ask, the following questions represent the key points to consider when selecting a firm.
Visit the Facility
Getting to know the company you are considering. There are several things one should consider during the introductory “getting to know you” phase. One way to get a good read on a prospective firm is to visit their operation. The mission of this trip is to learn about their business processes; how they manage their projects from start to completion to servicing their clients afterward. Here are a few fact finding questions to ask.
- Ask to see and review technical drawings and schematics of a project of similar size and scope. They should include wiring schematics, rack elevations and connection diagrams.
- Ask to see the production facility. What you want to see is Equipment Racks under construction and being tested. Is the wiring neat and organized?
- Ask if they have programmers on staff, not outsourced. Ask to see their certifications from the vendors. Ask to meet with a programmer to review a current project of similar size and scope of yours.
- Who Manages the Project? Do they have a business Process to manage projects? Ask to see it.
- Who services the Project? Meet the Service Manager; he will be one of the most important people you know after the project is complete.
Financial Stability & Longevity
- Run a D&B report. Make sure the firm has no law suits, liens, and IRS or State Tax problems. Do they pay their bills on time? Do they have high credit limits? Larger projects require larger credit lines.
- Ask permission to contact their Banker. Does the firm have financial strength? I would ask to see their balances across all accounts, loans payable and lines of credit. In this economy you can’t be too careful.
- Ask for a reference of similar size and scope for a Project that was installed MORE THAN 5 YEARS AGO. Of course, get recent references too, but older references are a good source to evaluate the company’s service.
Technical Prowess
- Ask to see MORE THAN ONE PROJECT, of similar size and scope. Everyone gets lucky with a Home Run in their career, I’ve made my living focused on Larger, Complex projects.
- Inspect the racks, the wiring closets and “head-ends”. Are they neat and serviceable?
- Review the Touchpanel pages; can you operate them without asking for instruction? Are they intuitive?
- Has the firm won any nationally accredited technical awards for their work?
- Has the firm been recognized for their technical prowess from the vendors they’re representing?
