Key points in search for correct systems integrator

InTech

industry view

The emergence of systems integrators as an identified group began in the early '80s, when corporate America was undergoing a round of belt tightening and downsizing. Back when the systems integration wave began, it was fairly common for retired or downsized former

In those days everyone was fairly happy. Fortune 500 accountants and shareholders had less fixed overhead, and the downsized individuals still had a job. Early fears of the loss of critical process information never occurred because the controls engineers with critical process knowledge stayed near at hand. The downsizing has never stopped, and the need to outsource systems integration services hasn't gone away. Growth of the systems integration market has been fairly strong over the years.

To better harness that growth, the Control Systems Integrators Association (CSIA) formed to improve the performance of systems integrators.The CSIA presently has 125 of these firms as members, with a combined estimated annual revenue exceeding $1 billion.On its Web site, the CSIA has a section for the selection of systems integrators. Users steer their way through a series of questions on industry, application, location, and services and are then given a list of matching systems integrators.

INSURANCE POLICY

The CSIA provides an additional piece of information to help in the selection process. It has developed a "best practices" program and arranged for a third-party audit of interested members to see whether they conform to these best practices. Firms that pass the audit earn the "Registered member of CSIA" moniker. Presently, 20 of the 125 member firms have passed the audit and are registered. Registered members have proved they have the procedures, practices, and job methods in place to allow them to not only consistently deliver quality projects but also prove their business methods are well thought out, well documented, and effective.

Of course, when selecting an integrator, users may wish to consider integrators that have not chosen to become CSIA members. Many independent systems integrators are not CSIA members. An even more significant group of companies providing services not listed in the CSIA integrator listings are the service groups owned and operated by control systems vendors.

In recent years, as margins on control hardware and software drop, it has become common for controls vendors to build or grow systems integration groups of their own. These vendorowned systems integration groups provide the same services as the independents. When selecting a systems integration supplier, users can ask the same questions the CSIA asks.What are the supplier's qualifications on industry, application, location, and services?

LOOK AROUND

Because only CSIA members "register" under the best practices process, users may wish to see whether other suppliers fit under another quality system such as the ISO-9001 standard. When checking on the quality system of a systems integration group, which is a subsidiary or a division of a larger company, it is important to check whether the specific systems integrator is registered.

Users shouldn't be blindsided, either, by integrators who claim to have a quality system that is self-administered. A third-party independent audit is an essential part of the validation of any system. Just as critical calibration equipment needs to be traceable to the National Bureau of Standards and the Securities and Exchange Commission requires member firms trading on the New York exchange to have audit financial statements, so users of systems integration services should insist that quality systems used by their systems integrators should be audited by independent third parties.

Sometimes users qualify suppliers based on references to verify the quality of service instead of requiring registration. While there is some validity to a good reference, it is not a substitute for a legitimate quality system. Even firms with a SO% hit rate can find many good references.

Up until now, we have not mentioned price as one of the criteria used in selection. Price is a very important consideration, especially in today's economy, but other criteria should apply first.

So what is the bottom line in finding the best supplier for your systems integration services? Start by finding a supplier with a registered and audited quality system (CSIA or ISO-9001 are two that qualify), check its qualifications on the specific application and product, and then go on to the price check. Only after you establish a list of firms based first on quality and then on their profile on industry, application, location, and services offered should a user send out a request for pricing. Using price as a criterion before other requirements will too often lead to disappointment and a less successful project down the road. IT