strategicinsight
ensure it’s selecting the right vendor
for the job? We asked several experts
for advice. What follows are their recommendations on things to consider:
1Does the integrator have rele- vant experience? Experts say the first step in selecting an
integrator is to check to make sure
the company being considered has
actual experience in the work you’re
planning to do. For example, if it’s a
pick-to-light deployment, you’ll
want to confirm that the integrator
has experience with those types of
projects.
Once you’re satisfied on that
count, the next step is to check
out the company’s reputation.
Client references will be a big part of
that, but there are other avenues to
explore, says Frank Camean, president
and CEO of the Paramus, N.J.-based consulting firm 4Sight Supply Chain Group.
Noting that integrators are typically
responsible for overseeing the deployment of software as well as equipment,
Camean recommends checking with the
software vendors about their experience
working with the integrator.
“If they [the software vendors] come
back with favorable feedback, then you
are on the right path to choosing the systems integrator that’s right for you,” he
says.
2Is there a potential for conflict of interest? Many systems integrators have ties to specific equipment
makers or even to software companies.
Hill notes that some equipment suppliers
have even offered integrators incentives
for choosing their technology for use in a
project.
“If I’ve got a side deal with a supplier,
then the likelihood is that I’ll favor those
suppliers and give them a little more slack
than if I had no ties at all,” says Hill.
That’s why the experts suggest that
companies do some nosing around to
determine whether the integrator might
have financial arrangements that could
tilt the balance in a particular supplier’s
favor.
“It’s not always easy to pick up on these
nuances, but if you do enough digging in
the supplier selection phase of a project,
you stand a better chance of uncovering
trust considerations that may be of concern,” says Marc Wulfraat, the head of
MWPVL International Inc. in Montreal.
“This is truly a long-term relationship, so
it’s important that you trust the integra-tor-partner.”
3Will it dedicate a stable team to your project? The typical integrator lives from job to job and doesn’t have
the luxury of keeping idle employees on
the payroll. If another project comes up
while the integrator is working on yours,
