| Nov. 2010 newsletter sponsored by First Niagara Risk Management |
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Executive Director's message
by Bob Lowe
Welcome to the November 2010 newsletter! I encourage you to forward this informative newsletter to others in your organization who might find it of interest.
Invensys OpsManage'10: If building relationships with Partner members, prospective Partner members, and system integrators, both member and non-member, is a good thing then participating in the Invensys OpsManage'10 event was a success. The presentation in which I participated with Invensys and Stone Technologies, a CSIA Certified member, placed the emphasis on the benefits of CSIA Certification to end-users. The message to the SIs was that it's good for the operation of your business operations too.
Invensys is preaching the benefits of CSIA Certification to end-users often and also incorporating Certification requirements into their Endorsed SI tier which is their highest level. We are grateful to Invensys for their generosity and support of CSIA.
 | The CSIA display pod at Invensys
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 | | Greg Noll (Invensys), Bob Lowe and Scott Kiser (Invensys) |
Rockwell Automation Fair: Nov. 3-4 is the Rockwell Automation Fair and, as in the past, CSIA is invited to exhibit and also do a presentation. A somewhat different twist this year, in support of our international growth initiative, is to give the presentation to their Latin American SIs. I hope they all understand English. I haven't studied Spanish for 40 years. I'll provide a report in the December newsletter. Be sure to look me up if you're there. Thank you in advance to Rockwell Automation for their generosity and support of CSIA.
Connected Community Conversations: Since the last newsletter, there have been "conversations" on UL508A, customer surveys at the close of projects, lean organizational structure, and a reminder about a configuration management whitepaper. These are the new "conversations." In addition conversations that began in September have continued. Visit the CSIA Connected Community to see if you find a solution to a business problem you have. While there, supply your thoughts on the topic. Remember, to get a chronological list of a conversation use View Thread. |
Best Practices Applications
There is a new user created group in "conversations" on the Connected Community called Best Practices Applications. It replaces what were eight separate groups, one for each section of the Best Practices manual. The reason for the consolidation is that we wanted to automatically subscribe all members through our web provider, but it was costly to do it. Having one group for "conversations" regarding best practices is a good compromise between cost and a section-by-section breakdown of the conversations. Within a few weeks the auto-subscribe for all members will be complete, then all of you can post and reply to questions on the criteria in the Best Practices manual. What a helpful addition for those preparing for a CSIA Certification audit! |
October Webinar
Did you participate in last week's webinar, Stop Selling, Start Closing by Carl Utter? If not, you missed a lesson that can improve your sales techniques. However, the webinar is archived and is available to you on the controlsys.org website under News and Events. We are grateful to Carl for his time and commitment to CSIA. If you liked the webinar then consider joining him for one or both of the on-line training sessions he runs throughout the year. Email Carl for information or call (610) 616-4613. Do you have an idea for a webinar? If so drop Bob Lowe an email. ___________________________________________________ |
| November Webinar
Doing Deals Without Giving Away the Company - The Intellectual Property Traps for Integrators and Automation Users
Tuesday, November 2, 2010
12:00 noon to 12:30 pm CT
Mark Voigtmann and Bob Null, Baker & Daniels
In this 30-minute webinar, automation and tech construction professional Mark Voigtmann and automation IP professional Bob Null will discuss how to:
· Maintain freedom to use your existing IP and IP developed during a current project and on future projects
· Minimize your exposure to IP infringement lawsuits
· Control the exchange and use of confidential information Register here. |
Survey of the Month > > > > > > > > > > > >
Starting this month, the CSIA e-newsletter will include a "30-Second" member survey, the results of which will be published the following month. Please click on the stop watch image on the right and complete this month's two-question survey.
Is there a survey topic that you'd like to ask? If so submit it to Bob Lowe, Executive Director. |
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CSIA On the Air
CSIA has launched a series of audio programs to promote the benefits of CSIA and the use of CSIA members to end-users. The Control System Solutions Forum is a recording archive of informative discussions that will help listeners understand the customer-integrator relationship and the positive outcomes it brings for both.
The list of offerings will continue to grow. All CSIA members are welcome to participate as guests on a CSIA on the Air recording; however, fees will be applied to members who are not subscribed to the Sales Excellence Council. |
ARC Forum 2011
ARC's 2011 World Industry Forum: Driving Innovation, Sustainability and Performance will take place on Feb. 7 - 10 at the Renaissance Orlando at SeaWorld Marriott!
This Forum provides the ideal environment for industry executives to collaborate, share ideas, and find new ways to attack their most pressing problems. The event includes sessions on the major issues facing our industry, with multiple tracks that enable executives to explore these topics from different perspectives.
Owner/operators, solution providers, and technical experts will all benefit from this experience while simultaneously contributing to the community's body of knowledge. Save the date or register today!
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Statistics Committee update
by PC Romano, Statistics Committee Chair
KPICs, CSIA's Benchmarking Program, was launched last month. Since then, we've had significant interest and participation. CSIA's Executive Council prepaid the cost for 50 participating companies, and we are quickly approaching that number. Here are some questions we've received:
What's involved in getting started? First, you upload a standard trial balance report to the system. Then, iLumen will map your accounts to their standard account descriptions. When that's complete, you'll be asked to review the mapping, at which point you're free to upload reports from prior periods.
What if I don't use accrual accounting, or if my accounts aren't set up like other companies? No problem. The system's account mapping accommodates these differences.I know that KPICs tracks non-financial benchmarks, too.
What if my company doesn't track these? No problem. You can enter and benchmark the information you have available. Moving forward, it's up to you whether and when to track additional KPIs.
How much effort is it to upload information each quarter? To upload your financial information, it's merely running a report from your accounting system and uploading it to the system - just a few minutes. If you choose to track some of the additional non-financial metrics, you simply enter these online.
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Membership Committee update
by Joe Martin, Membership Committee Chair
Brainstorming - I am looking for eight to 10 members for a conference call in November. The call will be limited to one hour and will be about ideas for delivering value to members. E-mail me for in invite.
Do you value your membership? - If you've read my recent blog entry, you know that MartinCSI has been dealing with a kind of perfect storm business problem since May 2010. If you haven't read my blog, I encourage you to see how we found value in our CSIA membership. If you have a value story of your own, I would really like to hear it!
Charter - Thanks to Ed Diehl, most of the CSIA committees now have written charters. The Membership Committee Charter defines four objectives, identifies committee makeup and outlines duties and responsibilities of committee members. The Membership Committee Charter can be downloaded from the Membership Committee Resources Library.
Needed - The Membership Committee needs to grow. We typically meet once per month via pre-scheduled conference calls, or at a frequency deemed effective by the committee. The committee uses a conference call-in 1-800 number provided by the CSIA. Impromptu meetings happen as needed, normally in a virtual setting using e-mail. E-mail me for more information.
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OPC Foundation and MTConnect Institute to develop standard
Compliments of Automation.com: an informative article about the OPC Foundation that may eventually impact system integrators.
Read article. |
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Escrowing source code
by Mark Voigtmann, CSIA Attorney
The traditional poles in the intellectual property world of automation companies are ownership and licensing. View from the ownership pole: "We own this thing. They don't." View from the licensing pole: "We own this thing, but they still have the right to use it." And when the IP provision of a contract is negotiated, that can be the initial tug-of-war.
Integrator: This is our proprietary software, but we are happy to license this to you.
Customer: Not so fast, cowboy. We always own what we buy. But we're willing to give you a license back.
Now in my view the integrator deserves to win that one, especially as to legacy source code that may be its main stock in trade. But sometimes customers can play a trump card that can be difficult to counter.
Customer: Sure, that license works now, but what if your little company goes out of business? What happens then?
When this happens, one answer may be some form of a source code escrowing agreement. Such an agreement puts the key information required to manipulate the system (typically including "source code") into the hands of a reliable third-party (there are companies that specialize in this). A written agreement makes clear what is being deposited, how to verify that this is sufficient, what triggers the release of the code to the customer (e.g. the insolvency of the integrator) and what rights are then granted. Not all projects are susceptible to such treatment (it is expensive, for one), but it is at least a third option available to those for which the ownership-licensing dividing line is not workable.
In addition to his role as counsel to the CSIA, Mark Voigtmann is the leader of the automation practice at Baker & Daniels, a law firm in Indianapolis, Chicago, Washington D.C. and Beijing. He can be reached at (317) 237-1265 or Mark.Voigtmann@bakerd.com
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CSIA Certification: What's holding you back?
by Thomas J. Droog and Gordon Cox, American Systems Registar
Each year during the annual CSIA Executive Conference you are asked if you are a CSIA Certified member. If your response is "No," your excuses may range from "We were just too busy," or "We just don't have the time to commit right now." The purpose of CSIA certified membership is not just to add to the ranks of certified members and collect dues, but to spread the word that this is an organization that promotes good qualified integrators.
The process is not simple; if it was, every Integrator would be certified. The process of achieving certification can be daunting and time consuming if approached incorrectly, but it doesn't have to be. CSIA has developed the Best Practices and Benchmarks Document to aid Integrators in becoming certified.
One of, if not the most important benefits of certification is the process of documenting and developing the required process procedures that will be used during an integration project. These documents are intended to provide direction and uniformity to the integration process and further ensure all aspects of the process are controlled and documented to meet the customer's requirements.
Integrators who have approached certification correctly have stated that the process has made them better and, most of all, more profitable. You may ask how is this? One reason is the reduced time to fulfill contract requirements because all aspects of the project were planned and executed in accordance with established process procedures that were developed during the preparation stages for CSIA Certified membership.
The Best Practices and Benchmark Document is your road map to becoming a CSIA Certified Member. Log in to the Connected Community and download the CSIA documents. Review them and feel free to leave a question in the Best Practices Application community if it's a Best Practices question or in the CSIA Open Forum.
So, what's holding you back?
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Insurance update
by Paul Barnard
This month we welcome three new participants in our Insurance program:
Applied Control Engineering, Newark, DE
Atronix Engineering, Inc., Norcross, GA
AdvanTech Corporation, Fairfield, NJ
Starting this month we will discuss the various types of Insurance coverage that our members require. This month we review crime insurance (employee dishonesty). Since the beginning of our program, two of the three largest losses have related to this often overlooked coverage.
Fraud and embezzlement in the workplace is on the rise, occurring in even the best work environments. These frauds can go on for years, and when discovered the ultimate impact can be enormous. Smaller companies are especially vulnerable to this type of loss.
Most business insurance policies either exclude or provide only nominal amounts of coverage for loss of money and securities as well as employee dishonesty exposures. The American Management Association has estimated that employee dishonesty causes as much as 20% of the nation's business failures. White collar crime can have serious financial consequences, even threatening a private company's survival.
To put it bluntly: it is the loyal, long term, conscientious and trusted employee whose dishonesty can put you out of business. The controller who never takes a vacation and is never sick. The long term employee who is "just like family." Let's face it. Only employees like this really have the opportunity to steal over a long period of time. Only employees like these can take enough to jeopardize the financial survival of your firm.
So, two things to do. First, get advice on the adequacy of your financial controls and systems. Put in checks and balances that will help you ensure that any one individual cannot put your business at risk. Second, make certain that you have adequate insurance coverage. Ask yourself how much could be embezzled by an unscrupulous employee.
For advice on this or any other aspect of your business Insurance's contact the CSIA Insurance Program Manager Paul Barnard, (610) 507-6595.
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- New 3U VPX Single Board Computer From GE Features 8-Core Processor For Optimum Performance/Watt
- Software Toolbox Releases N2 OPC Server for Johnson Controls Facilities Automation Networks
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| Welcome to the Newest CSIA Members |
AC Technical Services, Charlotte, NC, represented by Jim Borders
Process and energy automation solutions. Industrial wireless network integration.
AdvanTech Corporation, Fairfield, NJ, represented by Paula Hauer
AdvanTech Corporation is a full service industrial controls and automation company with an in-house UL Certified Panel Shop.
Innovative Controls, Inc., Knoxville, TN, represented by Richard Consoli
Providing high quality system integration services to various clients in the southeast. We specialize in DCS and PLC migration of various platforms. We are ISO 9001 certified. Our target markets are chemical, life sciences, water & waste water and steam generation.
George T. Hall Co., Inc., Sparks, NV, represented by Mike Howard
GTH is a multifaceted company focusing on the automation and control industry by offering PLC applications, SCADA, HMI and instrumentation for water and wastewater, mining, heat treating, power generation, building automation and burner control systems. Our business objectives include pursuing business opportunities by offering energy and production efficiency and reductions in green house gasses by applying products, engineering and project management that best fit the custimers needs, application and industry. In addition to system integration, we also have a distribution channel for which we provide customer support, training and startup services. |
| Newly Certified and Recertified Members | |
The Control System Integrators Association (CSIA) is pleased to announce that the following member companies have recently earned "Certified Member" distinction:
Controls Link, Inc.
QDS Systems, Inc. |
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Connected Community Buzz
"Seeking feedback on the Configuration Management White paper."
"We are considering a change to our management structure. I'd like to know what others are doing and what solutions you've found."
"I am compiling a list of questions for use when getting feedback from some of our major customers about where our company needs to improve, and where we already excel. What kinds of questions does everyone else ask their customers?
And when do you ask them?"
Post a question or start a discussion.
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Where we're headed
The CSIA Executive Council and staff would like your input as we plan future Executive Conferences. Please click here to take this brief survey.
Don't forget to mark your calendars for the upcoming 2011 Executive Conference, April 27-30 at Universal Studios in Orlando, FL. The 2012 Conference will be held in Scottsdale, AZ and 2013 will be in St. Petersburg, FL. Thanks for your feedback! |
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