Providing pricing for a defined scope would be the norm for an EPCM firm in the semiconductor industry. While this sounds like the logical approach, this method can at times be shortsighted and even self-serving for the service provider. It happens all the time. Facility owners issue an RFP or RFQ and service providers respond with pricing. The facility owner is then forced to compare bids based on the items they specified.
This is not how AM Technical Solutions approaches projects or relationships with potential clients.
“We are a solutions company. For years, we have focused on spending time with the right clients and opportunities to really understand their needs. Once our team learns about their unique circumstances, their service needs and their in-house resources, we can put together a solution that may include delivery strategies the facility owner never considered,” says Stephen Poindexter, Chief Operating Officer.
In late 2012, Poindexter and his team started working with the first 90nm manufacturing facility in the Russian Federation, and through a common relationship, they were able to create an open and trusting dialogue that ultimately helped AM Technical Solutions put together a customized solution that will provide both short-term and long-term benefits.
“It all came together because we did our due diligence and outlined a very clear project road map. Because we spent time getting to know one another, the facility owner learned about our experience, our reputation in the industry and they ultimately believed we can do what we say we will do,” says Poindexter.
The 16-month project kicked off in the Russia Federation in May.