Know your customer

Who is your customer? Can you explain in one sentence or less? What does that customer value most? Do you understand those things and are you providing that value?

05/20/2013


Know Your Customer. This seems simple, and yet I am often surprised at how many people come to work every day, put in their time, and go home without a clear understanding of who that is.

Can you articulate it clearly in 1 sentence or less? Work that out. In many cases, your customer is your boss (or at least your boss is your primary customer). You might also have clients and you may, in some cases, have direct reports who are also a customer of yours. Who is the primary? Keep that clear and you will succeed well.

Ask. This is the hard part. Ask them – directly and clearly – what do they value? What do they want? Write this down and iterate it back and forth until you really understand it.

Maybe your boss wants you to "serve the customers and balance the needs of the business." Maybe your customer wants "the cheapest solution" or "the one with the longest shelf life."

I can guarantee you that if you don’t know that clearly, you don’t have a hope in achieving it. The above seems simple so put it to the test.

Open up an email to yourself. Write in this email “My Customer Is…" and "the things my customer values the most are…" and answer it. If you can do this in 10 minutes or less you are on the right track. If not you need to do some thinking and asking and talking until you can.

 

 

- The Control Engineering “Automation System Integration” blog is written by Anthony Baker, a fictitious aggregation of experts from Callisto Integration, providing manufacturing consulting and systems integration. The blog provides Callisto Integration advice in plant-floor controls, manufacturing execution systems (MES), and manufacturing consulting, from the factory floor through to the enterprise. Andrew Barker, P.Eng., Callisto Integration, compiled the advice. See additional posts at www.controleng.com/blogs.

 

www.callistointegration.com

 

Callisto Integration is a CSIA member as of 3/1/2015



No comments
The Top Plant program honors outstanding manufacturing facilities in North America. View the 2015 Top Plant.
The Product of the Year program recognizes products newly released in the manufacturing industries.
The Engineering Leaders Under 40 program identifies and gives recognition to young engineers who...
IIoT grows up; Six ways to lower IIoT costs; Six mobile safety strategies; 2017 Salary Survey
2016 Top Plant; 2016 Best Practices on manufacturing progress, efficiency, safety
2016 Product of the Year; Diagnose bearing failures; Asset performance management; Testing dust collector performance measures
Future of oil and gas projects; Reservoir models; The importance of SCADA to oil and gas
Big Data and bigger solutions; Tablet technologies; SCADA developments
SCADA at the junction, Managing risk through maintenance, Moving at the speed of data
What controller fits your application; Permanent magnet motors; Chemical manufacturer tames alarm management; Taking steps in a new direction
Tying a microgrid to the smart grid; Paralleling generator systems; Previewing NEC 2017 changes
Package boilers; Natural gas infrared heating; Thermal treasure; Standby generation; Natural gas supports green efforts

Annual Salary Survey

Before the calendar turned, 2016 already had the makings of a pivotal year for manufacturing, and for the world.

There were the big events for the year, including the United States as Partner Country at Hannover Messe in April and the 2016 International Manufacturing Technology Show in Chicago in September. There's also the matter of the U.S. presidential elections in November, which promise to shape policy in manufacturing for years to come.

But the year started with global economic turmoil, as a slowdown in Chinese manufacturing triggered a worldwide stock hiccup that sent values plummeting. The continued plunge in world oil prices has resulted in a slowdown in exploration and, by extension, the manufacture of exploration equipment.

Read more: 2015 Salary Survey

Maintenance and reliability tips and best practices from the maintenance and reliability coaches at Allied Reliability Group.
The One Voice for Manufacturing blog reports on federal public policy issues impacting the manufacturing sector. One Voice is a joint effort by the National Tooling and Machining...
The Society for Maintenance and Reliability Professionals an organization devoted...
Join this ongoing discussion of machine guarding topics, including solutions assessments, regulatory compliance, gap analysis...
IMS Research, recently acquired by IHS Inc., is a leading independent supplier of market research and consultancy to the global electronics industry.
Maintenance is not optional in manufacturing. It’s a profit center, driving productivity and uptime while reducing overall repair costs.
The Lachance on CMMS blog is about current maintenance topics. Blogger Paul Lachance is president and chief technology officer for Smartware Group.
Motion control advances and solutions can help with machine control, automated control on assembly lines, integration of robotics and automation, and machine safety.
This article collection contains several articles on the vital role of plant safety and offers advice on best practices.
This article collection contains several articles on preventing compressed air leaks and centrifugal air compressor basics and best practices for the "fifth utility" in manufacturing plants.
Maintenance Manager; California Oils Corp.
Associate, Electrical Engineering; Wood Harbinger
Control Systems Engineer; Robert Bosch Corp.
click me