BTL Mark: Resolve interoperability issues & increase buyer confidence
President and CEO of Cochrane Supply & Engineering,
a leading industrial IoT and building controls supplier with locations
throughout Michigan, Ohio, and Kentucky, as well as President of Canada
Controls. Scott earned a Bachelor’s Degree in Business with minors in
Marketing and Finance from Eastern Michigan University and holds an
additional minor in HVAC Technologies from Macomb Community College. In
2000, he took over the business from his father, Donald Cochrane, Sr.,
who founded the company in 1967. Scott is now an advisory council
member for multiple industry manufacturers including Honeywell, Johnson
Controls, and Tridium. He is also an IBcon Digital Impact Award Winner
for going above and beyond to positively impact the smart building
industry, as well as a winner of the ControlTrends Impact Person of the
Year Award for his impact on continuing to move the industry forward.
Bradford is President of OTI, a dedicated Master Systems Integrator who
has spent his career leading projects for enterprise customers in
industries that include data centers, government facilities,
universities, k-12 school districts, prisons and mixed-use commercial
high-rises. Currently overseeing a team of more than 60 people across
eight business units, Bradford manages engineers, IT and managed
services, projects and operations teams of system integrators, field
technicians, designers, programmers, commissioning agents and project
managers. He is also responsible for overseeing the company’s expansion
into Central America.
A champion of OT/IT convergence, system and data security from edge to cloud, new building system products and the evolution of smart buildings, Bradford is a capable leader who has encountered and deftly solved innumerable MSI challenges for diverse clients.
Scott Cochrane of Cochrane Supply & Engineering has the unique benefit of working with 300+ of the best systems integrators in the country. Cochrane recognizes the critical role they have within the building automation industry and is speaking with a different highly-regarded MSI each month with the goal of providing examples of industry trends, best business practices, and the growing value of an MSI. This month, he interviews Clint Bradford is President of OTI.
July 19 Interview with members of the ControlNET Team May 19 Interview with Ryan Kauffman of Control Solutions, Inc. April 19 Interview with Bassam (Sam) Haddad, founder of HDC Automation. March 19 Interview with Darrell
Driver, General Manager, Manitoba, for BSD Solutions. February 19 Interview with Scott
Manager, Building Automation at LONG
Building Technologies. January 19 Interview with Josh
Reding, Senior Vice President, General Manager of
Sunbelt Controls December Interview with David Crosley, Waibel Energy Systems November Interview with Derek
Drayer of RoviSys. October
Interview with Preston
Blackwell of Enervise. September
Interview with Tom
Davis of ERMCO, Inc.
July 19 Interview with members of the ControlNET Team
May 19 Interview with Ryan Kauffman of Control Solutions, Inc.
April 19 Interview with Bassam (Sam) Haddad, founder of HDC Automation.
March 19 Interview with Darrell
Driver, General Manager, Manitoba, for BSD Solutions.
February 19 Interview with Scott Papay, Sales Manager, Building Automation at LONG Building Technologies.
January 19 Interview with Josh
Reding, Senior Vice President, General Manager of
December Interview with David Crosley, Waibel Energy Systems
November Interview with Derek
Drayer of RoviSys.
October Interview with Preston Blackwell of Enervise.
September Interview with Tom Davis of ERMCO, Inc.
August 18 Interview with Continual Energy Inc
July Interview with Ian Morse, Division Manager, Building Automation Systems, Conti Corporation
Interview with Marc Dugré,
President of Regulvar, Inc.
Interview with Rick
Gorka, President of the Airon Group of Companies
April Interview with Colin M. Murray, Owner of Solution Control Services
February Interview with Jeff Murphy, President and CEO of ECT Services, Inc.
January 18 Interview with Chris Saltz, Managing Principal of FIX Consulting LLC.
December Interview with Jason Houck from Hepta Control Systems.
November Interview with Geoff Hunter, President and Senior Principal of Palmer Conservation Consulting (PCC)
October Interview with Brian Oswald, Managing Director for CBRE | ESI.
Interview with Joe
Napieralski the Co-Founder and Director of Development of Smart
Building Services LLC
August Interview with Sidney
H. Blomberg, Jr. the founder and President of K
& S Ventures, Inc
July 17 Interview with Scott
Cochrane and Ken Sinclair
This month (August 2019), he interviews Clint Bradford, President of OTI
Cochrane: How did you become an MSI?
evolution into Master Services Integration began in the early 2000s. At
that time, we started to see a natural migration of customer requests
beyond the standard control services typically offered in the industry.
Proprietary systems and expensive long-term maintenance agreements that
were once driven by contractors and vendors no longer made sense for
building owners. As a result, owners started to approach their building
assets differently; data and analytics became more critical to
successful operations, technical capabilities in operational building
systems became more advanced, and system integration and the creation
of energy savings were now being pushed to the forefront of every
saw these trends early on and started making investments in our people,
our implementation processes and our technical capabilities. We are now
leaders in the MSI industry as a result of forward-thinking customers,
our people that are technically unmatched in the industry and an
ownership / leadership team willing to make calculated investment
decisions that push our business and industry into the future.
Cochrane: Can you explain what some of the characteristics are of a good MSI?
believe the best MSI’s start with a proven track record and deep
understanding of building controls and mechanical systems. To create
successful projects, an MSI must combine multiple disciplines into a
coherent execution strategy; project communication protocols, legacy
systems, open systems, cybersecurity, open objectivity to manufacturers
and brands, customer-driven and solution-focused services. MSI projects
require a solid operations team with dedicated project managers,
focused software developers, a committed software integration team, and
an IT team devoted to maintaining security.
Cochrane: How do you sell Master Systems Integration services?
our approach to selling MSI services is no different than selling
professional services in other industries – we start with establishing
relationships and getting to know a customer’s pain points before we
engage. Early on, we ask the right questions, then prepare creative and
executable solutions and finish with fully-delivering on our promises.
We approach every potential customer, and the individuals within those
organizations, as if they will turn out to be our best reference.
Because of this approach, we rarely respond to RFPs or Bid requests
where establishing relationships is discouraged; instead, we are pulled
into projects because of our reputation of performing and delivering
Cochrane: How do your customers procure MSI services?
Bradford: Procuring MSI services is straight forward. We tend to see two types of procurement; negotiated fixed-price direct to the owner and RFP (bid and spec).
Cochrane: As an MSI, what percent of your time is spent in the following categories? R&D, Consultations, Field Commissioning, and Software Programming.
Cochrane: Describe a few challenges that you’ve encountered as an MSI.
is true that MSIs will need to overcome unique challenges on every
project. Any MSI who states differently should never claim to be
an MSI. All too often, we see challenges with the structure of how the
MSI will be engaged on the project beginning with the construction
development team. These teams are commonly focused on budget and
schedules and don’t properly plan for the uncertainty and
problem-solving phase of an MSI. Alignment can be difficult, but
all players need to be committed to delivering projects that are
robust, sustainable, and secure.
Cochrane: Do you envision Master Systems Integration being a part of your business in the future? If so, how?
We evaluate new MSI-specific opportunities weekly and are beginning to
see variants of this service in almost all customer requests and
engagements. We will continue to see more focus on IoT driven devices
and systems, cloud API integrations, Data integrity, IoT security, and
energy savings projects. The future is shining bright for MSI’s, and we
look forward to helping shape what becomes of this industry.
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