Beyond Automation: Building Long-Term Relationships for Operational Excellence

Joe Gobis | 20 December 2023

In today's dynamic and competitive business landscape, companies are constantly seeking ways to improve their operational efficiency and achieve sustainable growth. While automation solutions can offer significant benefits, true success lies in building long-term partnerships that go beyond simply providing equipment.

Having served as a trusted advisor and collaborated with numerous clients through their entire automation journey, we have seen just how a strong partnership is the key to unlocking both the automation solution’s and the client’s full potential.

From Transactional to Transformational

Strategic Account Managers (SAMs) are more than just salespeople; they are internal customer advocates dedicated to understanding each client's unique needs and challenges. By engaging and collaborating across all levels of Bastian Solutions, including functional departments, disciplines and technology suppliers, SAMs foster a culture of shared ownership and accountability. This holistic approach ensures that we are not simply delivering solutions, but rather, collaborating with our clients to achieve their long-term strategic goals.

Building Relationships Based on Earned Trust, Cultural Compatibility and Mutual Profitability

The foundation of any successful partnership is trust. A dedicated SAM works to earn the trust of the client by demonstrating a genuine commitment to their success. This involves being transparent and open in communication, exceeding expectations and consistently delivering on promises.

Cultural compatibility is another crucial element. Shared values and a strong alignment between company cultures is essential for building a lasting and meaningful relationship. Alignment can be accomplished through numerous approaches. In our experience, we find that taking the time to understand clients' organizational structures, operating philosophies and long-term vision is a crucial element.

Ultimately, the success of any partnership hinges on mutual profitability. SAMs work closely with clients to identify opportunities for improvement and develop customized solutions that address their specific needs. By quantifying the value we deliver and contributing to their bottom line, we demonstrate the tangible benefits of the partnership.

 

The Toyota Production System: A Guiding Light for Operational Excellence

Our commitment to operational excellence is deeply rooted in the principles of the Toyota Production System (TPS). The TPS philosophies of continuous improvement, waste elimination and respect for people, in our experience, has helped us support clients to achieve remarkable results.

SAMs who are trained in TPS methodologies, actively apply them to their client engagements. Whether it's streamlining workflows, optimizing processes or implementing lean manufacturing principles, the is focus on helping clients achieve maximum efficiency and productivity.

A Journey of Continuous Improvement: Empowering Clients and Evolving Together

We understand that automation is not a one-time event; it's a continuous journey. It’s key to identify and work with an independent systems integrator that is committed to supporting clients throughout every stage of their journey, from initial concept development and implementation to ongoing maintenance and optimization. Some of our proudest achievements as a company are the clients we have helped grow over multiple decades.

A team of experts that provides comprehensive support can include:

• Operations master plan and operations engineering
• Facility layout and warehouse design
• On-site engineering and technical support
• Training and development programs
• 24/7 customer service
• Preventative maintenance programs
• Emergency maintenance and spare parts experts.
• Access to the industry’s best technology and industry best practices

Through this ongoing collaboration, clients should feel empowered to achieve their operational goals and continuously improve their performance. At Bastian, we believe that as clients grow and evolve, so do we. We constantly invest in our team's development and explore new technologies to ensure that we remain at the forefront of the automation industry.

Partners in Success: A Client's Perspective

“[The] individuals that we’ve worked with at Bastian actually understand how our business operates and it’s made it a really good partnership to bring the right solutions to us for what we need to continue to grow our business.”

– Jennifer Fleming, Director of Logistics, SMC Corporation.

This sentiment reflects one example of the strong relationships Bastian has built with our clients. We believe that by focusing on long-term partnerships, we create a win-win scenario where both our clients and our company thrive.

Looking Ahead: A Shared Vision for the Future

As the automation landscape continues to evolve, we know just how valuable it is for both our clients and us to have a strong commitment to building long-term relationships. If you are ready to start your automation journey, please reach out. We look forward to collaborating with our clients on the journey to operational excellence.

Author: Joe Gobis