Vance VanDoren, CONTROL ENGINEERING -- 1/1/2000
It has been said (mostly by engineers) that not everyone is cut out for an engineering
profession. Not surprisingly, many automation system integrators would add that
not all engineers are cut out to be system integrators. What may come as a surprise
is the diversity of skills that an automation engineer must develop to succeed in
the integration business.
An informal survey of the integrators listed in this edition of the Automation Integrator
Guide reveals that the best engineers in the business possess a wide variety of
technical and non-technical skills. All respondents agreed that a solid engineering
background is an obvious requirement.
Engineering manager, Brad Whitsitt describes the ideal engineer at Cornerstone Controls
(Indianapolis, Ind.): "We want to see a four-year degree, and we are primarily looking
for the ability to solve problems. If we can get it, we always want experience with
the technologies that we use, such as DCS and PLC platforms. We would prefer to
find an engineer who takes a complete view of a control system and embraces instruments
all the way through operators."
Technical skills
In addition to technical competency with the products that go into an integrated
automation solution, system integrators must know something about what they are
automating. Process expertise and knowledge of industry plus the latest technology
and applications know-how are key to an integrator's success, according to Mark
Pinkus, general manager of the electrical and automation department at Quad Automation
(Toronto, Ontario, Canada).
Amy Galarowicz, an applications engineer at Clarotech LLC (East Hanover, N.J.),
notes that she and her colleagues are successful because of their "sharp technical
skills that are ever honed and improved. We have to walk into varied situations,
know enough to inspire confidence and lay out a rough direction on the first or
second sales call, but then be able to fine tune and really figure out details as
we dive in deeper."
However, as Mr. Whitsitt points out, "just programming at a desk is not enough these
days." In fact, technical skills were not generally considered by the survey's respondents
as the most important requirement for a good system integrator. Ms. Galarowicz claims
that distinction goes to project management skills.
"It is rare indeed that customers we deal with have the luxury of time, the background,
and wherewithal to truly keep a project on track, and be that leading, driving force
to get things done. Whether clients realize it or not, we are 99% of the time responsible
for managing details, large and small, and ensuring that things go down on schedule
to keep forward progress. Simply having a consistent project methodology puts us
far ahead of what most customers practice," she says.
Project management
Rob Lowe, president of Loman Controls (Lititz, Pa.) adds, "For projects to be performed
successfully, an integrator must have a written and enforced procedure for project
management. All project managers and technical staff members must be trained to
use it, and then use it." In other words, "a good integrator must have the ability
to take a sketchy, conceptual design through to successful completion," says Doug
Brassard, marketing manager for Edwards & Kelcey Technology (Leesburg, Va.).
Mr. Lowe also notes that writing and presentation skills are an integral part of
effective project management. "An integrator's staff must be able to write functional
specifications that the customer can understand, review, and approve. Without this
initial step, a lot of discontent will take place at the conclusion of the project."
Cornerstone Controls' Mr. Whitsitt elaborates further on the "soft skills" that
a good system integrator must possess. In addition to "verbal, written, presentation,
and general communication" skills, the ideal integrator must demonstrate or be adept
at negotiating, leadership, initiative, insight, commitment, discipline, ability
to remain calm, and lack of fear about new technology or new situations, willing
to deal with ambiguity. Whew!
Flexibility and the ability to adapt to change are also high on the list of attributes
valued by Dave Musil, a project systems engineer at International Submarine Engineering
(ISE, Port Coquitlam, British Columbia, Canada). On the other hand, a system integrator
must realize that not every automation system needs to be created from scratch.
"You have to realize that you can borrow from other applications or technologies.
You shouldn't reinvent the wheel when you don't have to."
People skills
Mr. Musil also observes that a good integrator must be able to establish a close
working relationship with the customer. Clarotech's Ms. Galarowicz agrees wholeheartedly.
"Being able to read people and dance accordingly is useful. It helps us to be able
to recognize different team members' strengths, weaknesses, and phobias (our own
as well as the customers) and to work around them to maximum benefit of the project."
Understanding the client's needs is a top priority for the integrators at Quad Automation,
according to Mr. Pinkus. As Ms. Galarowicz puts it, a good system integrator has
to "be able to listen and keep asking questions." Better still, she would like to
be able to "read the customer's mind, but not assume too much either. We must listen
astutely to really understand what customers want. Then we have to articulate it
for them clearly enough that we not only manage expectations, but also deliver on
time while managing scope creep."
Business skills
The project planning and scope management skills that Ms. Galarowicz describes also
fall under the heading of "business savvy."
Edwards & Kelcey's Mr. Brassard says a good system integrator must develop business
skills including, the ability to estimate and negotiate effectively. ISE's Mr. Musil
adds that good system integrators must be "realistic with project goals" and must
deliver what they've promised "on time and on budget." That includes providing continuous
support to keep the client's automation system running long after installation is
complete, says Mr. Pinkus.
That brings up the character issue. In addition to making good on their promises
and continuing to stand by their work, Mr. Musil believes that system integrators
must be honest and fair with their clients. Mr. Pinkus puts a commitment to deliver
what was promised high on his list of integrator attributes, as well.
Leadership is also important. Both Ms. Galarowicz and Mr. Brassard note that leading
a project to a successful conclusion requires more than technical, business, and
people skills. Character counts.
So where can an automation user find such highly skilled, trustworthy, and dependable
integrators? Use this guide to see!
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