Controls News 13
69
Partnerships:
cooperative relations with customers
Why cooperate?
How can companies that operate large properties/
technical installations modify and improve their au-
tomation technology for their own purposes without
having to create their own electronics and software?
How can a company that does not generally purchase
installed automation projects or independently carry
out system maintenance as a service business, test
(
added comma after business for more clarity) revo-
lutionary innovations in the field?
This is only possible through cooperative relations.
Despite being a highly innovative company, Saia-
Burgess is not involved in project business. No large
companies that operate properties still develop and
produce their own automation technology.
Is cooperation subject to prerequisites?
Successful cooperation depends on far more than
just a joint aim. Trust is a particularly key element, as
is ensuring that there are no general corporate con-
flicts of interest.
The partners must trust each other so that everyone
does their best to achieve the aims without legisla-
tive or legal force and abides by this principle for a
long time. All cooperation partners must be set up
for the long term and calculable. The representa-
tives of the companies involved must get on well
and enjoy one another’s company. For reasons of
objectivity, however, they should not be friends
privately.
There should be no strategic conflicts between the
cooperation partners in achieving the aim. For exam-
ple, it does not make sense for operators and owners
of properties aiming to reduce their life cycle costs to
cooperate with companies whose business model is
based on generating high revenues during systems’
operating phases. This means that any manufactur-
ers that operate an OEM and service business make
unsuitable partners.
Working together to achieve more and set
more in motion!
Cooperative relations have to be based on far more
than just short-term economic opportunities.
Author: Jürgen Lauber
Forum 2011, building automation /
Bernd Hanke, Head of Department,
Airport Facility Management AG:
Gives great speeches at user forums
within the scope of cooperative relations.
Cooperation –
an expression of trust and attractiveness
In recent years, we have entered into a growing
number of cooperative relations on an international
level. This shows that we are an attractive partner and
enjoy people’s trust. We are delighted to be able to
work with highly demanding and critical partners
to achieve a variety of aims. We believe that this im-
poses a great obligation upon us, which we want to
fulfil. Due to our global renown and size, we have
established the following cooperative relations with
German companies in an exemplary manner for
many projects in many different countries around
the world.
Web code en1369a
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