Spotlight on client dynamics

By Marc Albani

Singapore, March 7th, 2024.As we delve into the intricacies of our client base here at TecSurge, I find it helpful to categorize them into three main groups: owner operators, contractors (particularly engineering service providers), and manufacturers supplying equipment and products to the first two groups. Each group brings its unique dynamics to the table, shaping our approach and digital asset management services tailored to their needs.

Marc Albani, General Manager and Marketing Director at TecSurge

Marc Albani, General Manager and Marketing Director at TecSurge has a track record within several industries, including chronologically: FMCG/Beauty, Logistics/B2B Services, and Information Technology. Marc holds a Postgraduate award in Management and Business from the University of Warwick Business School, UK, and is internationally educated with graduation in the USA and Thailand. He has collected several B2B Marketing Awards. He is based in Singapore since 2009 where he lives with his family.

Owner operators often prefer structured processes like formal tendering, especially for significant requirements. Their decision-making tends to follow a more organized path compared to engineering procurement and construction (EPC) companies, which don't engage in formal tendering as frequently when procuring our services. It's fascinating to witness the nuanced differences in how these groups operate and make decisions.

Typically, the need for our services originates from a technical team within a company, while the purchasing decision falls under the purview of a procurement function. Owner operators, being streamlined organizations, often seek external service providers rather than handling tasks in-house. Conversely, EPC companies may weigh their internal resources and capabilities before opting for external assistance. The trend toward outsourcing underscores the importance of familiarity and confidence in service providers.

Reflecting on industry history, it's evident how far we've come from relying solely on manual methods like pen and paper for design and engineering. While computer-aided design and engineering have become standard for capital projects, the transition to digital asset management has been slower. Despite this, there's a growing recognition of the benefits digital assets bring, although it's not yet the default practice for most owners.

In navigating our competitive landscape, we find ourselves pitted against two primary groups: specialist software companies and EPC firms. While they may offer similar services, our specialization and service-oriented approach set us apart, allowing us to deliver focused and efficient solutions to our clients.

Staying ahead in this dynamic environment requires constant vigilance. We keep a close eye on emerging competitors and technologies, particularly in artificial intelligence and machine learning. These advancements present opportunities for enhancement rather than existential threats.

In addition to third party commercial technologies, our own proprietary tools enhance efficiency and contribute to our competitive pricing. Moreover, our focus on innovation, exemplified by our managed services model, underscores our commitment to driving growth and differentiation in the market.

As we strive to address our clients' challenges and pain points, feedback remains integral to our improvement process. We value collaboration and tailor our services to meet the specific needs and preferences of each client, ensuring their satisfaction and success.

In an ever-evolving landscape, compliance with industry standards and regulations is paramount. Information security and cybersecurity have emerged as critical concerns. As expectations rise, we're committed to upholding the highest standards in these areas, safeguarding our clients' interests and data.

If you are interested to discuss what we can achieve working together, please leave me a comment below or contact us.