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ECS Delivers True Long Term Success as Trusted Advisors
People and organizations leverage trusted advisors in all facets of life. Whether it is something as commercial as an auto mechanic or as intimate as a primary care physician, attorney, or wealth advisor, trusted advisors play a role just about everywhere. They maintain deep, current knowledge in specialized fields, and they stand ready to support those in need. They are driven by excellence, thinking beyond themselves or their own organization and focus on the broader environment. Where their focus intersects with the needs of a client, a true trusted advisor relationship can take hold.
Control systems integration is young but maturing when compared to many other functions in legacy buildings and operations. The discipline, which barely existed a generation and a half ago, has become the technological focal point of modern manufacturing. There are no lulls or definable steps as technology continually advances at a dizzying pace. What started as ways to simplify wiring and logic applied to flexibility in controls has evolved into a holistic environment which links manufacturing, operations, and supply chains via a web of connected people and equipment. Manufacturers leverage related professionals each day to stay at the edge of technology and to apply it effectively.
ECS Solutions (ECS) has been around since the dawn of the systems integrator-for-hire concept. Our success has been driven by working collaboratively with our clients as true strategic partners. We know that enduring bonds do not develop by accident nor out of contractual obligation. Our clients expect that we know not only where technology is today, but also where it is going. They leverage our extensive knowledge and experience in ways that address both their immediate needs and their continuing objectives.
We have learned that tenure alone does not underpin these alliances and we’ve taken proactive steps to develop the trusted advisor standing of our firm and the individuals within it. Engineering Directors lead the way with building those trusted advisor relationships, but it does proliferate through the rest of engineering, with the project managers and on to the developers. It is an intentional part of ECS’ culture. One of our directors, Glen Gill, works directly with many of our clients in metals, more specifically in aluminum manufacturing. “I’ve been with ECS for nearly twenty of my twenty-eight years in integration and much of my focus has been in the metals industry, more specifically in aluminum sheet manufacturing”, says Gill. His broad understanding of the processes and operations for the clients he serves is a big part of what enables him to examine options and objectively advise his clients on the right solutions for them.
“These unions aren’t exclusive on either side so enduring partnership comes only from an extensive, beneficial track record. Our clients rightfully expect that we will look at opportunities through their eyes and that we will endeavor to understand the complex operational pressures that they face. We use the trusted advisor mindset to frame thoughts about solutions for our customers not only in terms of what is needed today but also for what could be needed in the future”, Gill continues.
“ECS has applied a Trusted Advisor methodology for many years”, says Randy Otto, CEO of ECS. “Our ideal clients have a continuous improvement mindset and an appreciation for technical evolution. Once we have validated the credibility and integrity of the individuals and their organization over time, then it is easy for us to invest to achieve deeper synergy”, Otto continues. “As a firm, we are diverse enough to advise across the board on technical items. We’re also large enough to absorb the overhead associated with advisory activities with our partners”, Otto concludes.
Relationship management via the Engineering Directors has proven valuable to both ECS and our clients. Contracted projects remain a critical component of the unions but those involved as trusted clients utilize much more and achieve more than their peers. Our teams work in technology exploration and early-stage project development with maintenance, engineering, IT, and executive staff. The breadth of our team allows us to sort through the latest crazes and to help clients make educated decisions about the best way to apply technology. This doesn’t always translate into the largest possible capital expenditures directed to ECS, but the intent is to serve the client first. We would rather our clients be healthy and prosperous for an extended time than focus on current year spending. Most specifically, we want our clients to outperform their competitors.
“I’m honored to have this duty for our clients on behalf of ECS”, continues Gill. “This role allows me to establish deep, stable bonds. I relish the responsibility that they have given me to be ahead of technology while simultaneously being intimate with their operations. This unique position impels open dialogue, and my clients take informed action based on the expertise of me and my team. In many ways they steer us while in many other ways we steer them; it is truly synergistic”, Gill concludes.
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