%20RGB-COL.png)
By Josh Diaz Territory Account Manager, KUKA
I’m a ‘sales guy’ in a technology-driven industry. I can’t program a robot (yet), or a PLC, or HMI; but I can grow business, acquire new customers, and coordinate smart people to offer the right solutions. And one concept that’s familiar to those in sales roles, and maybe a little less so in other roles, is ‘networking’. In this article, I’ll try to make the case that everyone should make an effort to network; that even with all the significant advancements in our industry, regardless of your role, a strong network can be one of your greatest assets.
The importance of a strong network is not a universally adopted idea among the more technically inclined. Rightfully so, there’s a ‘Do-It-Yourself’ mentality, which is helpful in so many ways, but can blind you from the power of a strong network. So this opinion piece is for all my beloved ‘technical’ people in this industry. Read on to understand why you should be intentional about ‘networking’ even in the golden age of AI, Deep Learning, Industry 4.0, etc…
So, what is networking? Merriam-Webster defines networking as “the exchange of information or services among individuals, groups, or institutions. [specifically]: the cultivation of productive relationships for employment or business”. And what’s it got to do with Smart Manufacturing?? Well, it turns out there are a lot of really smart people in this industry, solving really interesting problems, and the more of them you know (who are willing to help you), the better off your professional life will be. The end. I could easily end the article there, but for the sake of clarity, repetition, and understanding, I’ll explain more and add a few examples.
Much of what I’ve seen in my short time in industry is an effort by plants to do more. More with less, or more with the same, or more with more; whatever the focus, the objective is always the same: ‘more’. More throughput, more uptime, and more/higher quality, etc. Producers are seeking answers on how to achieve more, and they are guided by what we experience in our personal lives.
With smartphones, Amazon, and Uber, and all the digital conveniences of the 21st century, we’re accustomed to ‘Smart’ experiences everywhere. Everywhere, except many times, in our industrial lives. We interact with systems that are not smart. Spreadsheets manage systems, machines are held together with bubble gum and duct tape, and the people are just doing the best they can to keep good parts pumping out the back door. That may be a slightly exaggerated picture, and not inclusive of some of the great leading-edge factories that exist in this country, but many do resemble that description. So what is one to do?...
Many staff at plants are so consumed by their daily duties that they don’t have the bandwidth to innovate. Or to stay ahead of the industry trends. Or understand the entire technology landscape, and pick solutions for their specific problem. And this is where networking comes in. “Cultivating productive relationships for employment or business”. Salespeople understand this. To grow my book of business, I need to expand the number of productive business relationships I have. Quantity and volume matter in this case. More is better. More equals more customers, more projects, and more partner vendors to win projects together. So take this concept and flip it to someone trying to solve a digital transformation project… Meet and talk to as many people as you can who have knowledge or expertise on the topic of interest. “Exchange information & services”, look for ways to help others out, and that will accelerate the pace at which I’m able to scope, select, and execute any technical project.
Imagine you’re assigned some industry 4.0 initiative that you know nothing about. How should you proceed?You might start tapping questions into ChatGPT, but what happens when you don’t know what to prompt it? Or you get so bogged down in new nomenclature that you start to lose a sense of what the answers mean? It’s time to talk to humans. Start pinging vendors, coworkers, industry experts, and staff at other unrelated plants. People with relevant experience or knowledge can short-circuit the process.
Not sure where to start? A few examples of whom to go to with your questions…
● The Society of Manufacturing Engineers (SME) is a global non-profit, headquartered in Detroit, MI, and has a big focus on North America. Founded in 1932 during the Great Depression, and surviving to this day with a mission of “Accelerate widespread adoption of manufacturing technologies and build North America’s talent and capabilities”. SME is an excellent example of a human network serving to uplift the industry. It serves people in many different ways and is definitely worth checking out.
● South Carolina’s Manufacturing Extension Partnership (SCMEP) is a private non-profit with a mandate to help grow manufacturing in South Carolina. Among the many great services they provide is their ‘entry’ program, the OpExChange (formerly the Lean Alliance). With over 200 member companies, it serves as the premier industry collaboration network in the state. Operated by Mike Demos, its core feature is ‘benchmarking’ events, in which key operational leaders of participating companies will attend rotating plant visits. These in-depth events allow the host company to showcase the progress it has made in a particular innovation area. Visiting members learn from the host company and then provide critical feedback to the hosts, allowing them to learn as well. This collaborative process adds fuel to the already strong engine of South Carolina industry.
These are two strong examples of human networks in a 4.0 industry. I see it all the time, new connections spark new ideas, that wouldn’t have occurred had individuals stayed siloed in their plant. So I encourage my technical friends to think like a salesperson; add people to your ‘rolodex’ and or LinkedIn, be open to connections that don’t have an obvious immediate transaction. Good things will happen, and new ideas will come more easily. So there you go, get outside your comfort zone; join a local industry group, attend an event, or get coffee with someone more knowledgeable on a subject you’re interested in, and see if it doesn’t accelerate your work.
With that, thanks for any attention you gave to this article, and I wish you the best of luck in all your professional endeavors!
Sincerely,
Josh Diaz
