The selection of a manufacturing partner is a critical choice that can make a big difference. At the end of the day, it’s not what is said that matters but what the customer experiences. When manufacturers do the right thing, clients and engineers will recognize their actions as coming from the right place. This builds trust with their expertise.
Because the technology should be designed and built for decades of use, consistent, reliable support is everything. Relationships are the building blocks for a successful strategy and there are no shortcuts. Focus should be involved and committed to supporting the operators in the field for the lifetime of the equipment. When prospective clients are abandoned by manufacturers who, either for financial reasons or short-sighted planning, do not have the wherewithal or finances to go the distance with the customer, trust is undermined.
It can be a challenge to monetize competence or experience. The temptation is to dismiss it as unknowable, but the cost effect of ignoring the value of these attributes is very real.
By valuing and forming partnerships with entities formerly held at arm’s length - such as manufacturers, consultants, and contractors - cost-effective designs and optimized performance can be achieved through application of empirical knowledge from the different disciplines. Risks can more readily be mitigated, allowing for a comparatively efficient project fulfillment.
With partners who have seasoned and proven experience, who are able to put together winning combinations, true collaboration will advance the industry.
About the Author: T.R. Gregg has a 27-year history in the wastewater treatment technology industry and is enjoying his eleventh year working for Huber Technology (www.huber-technology.com), currently serving as director of business development and marketing. He is a board member of the Water and Wastewater Equipment Manufacturers Association (WWEMA). For more information about WWEMA, visit www.wwema.org.