Greetings, readers! Welcome to OnestopNDT. Today, we have the pleasure of speaking with Mr. Brian, a seasoned professional currently serving as the Business Development Manager for the PMI/NDT Market at SciAps, Inc.
Based in Houston, Texas, Mr. Brian has a rich background in the energy industry, beginning his career as a nuclear submarine operator in the US Navy. With a BS in Nuclear Engineering and over 30 years of industry experience, he has held pivotal roles in major organizations, including Thermo Fisher.
In this interview, Mr. Brian shares his journey from engineering to business development, discusses the unique challenges and opportunities in the NDT industry, and provides valuable insights into maintaining strong client relationships and staying competitive in a rapidly evolving market.
Join us as we delve into his multifaceted career and discover the keys to his success. Let’s get started.
Firstly, Mr. Brian, greetings for the day. Can you briefly introduce yourself to our wonderful readers?
Thank you and I welcome the opportunity to share my experience with your audience.
I am currently the Business Development Manager, PMI/NDT Market for SciAps, Inc. where I’m based out of Houston, TX. My efforts support market development, sales, and training for handheld XRF and LIBS technologies. I began my career in the US Navy as a nuclear submarine operator and have worked in the energy industry for 30 years. Holding a BS Nuclear Engineering and a graduate of the Navy Nuclear Power Program. Married to my wife Stacie for 30 years and father to 3 adult children Brogen, Brett and Brooke.
Did you always think that you are going into Business Development? Was it always a dream?
Not exactly. After the military it seemed likely I would be an engineer or operator at a nuclear plant, and I was for a few years. I happened upon Positive Material Identification (PMI) while working at a valve company and was intrigued by the process of capturing material chemistry through the non-destructive process known as x-ray fluorescence (XRF). From there, I started my own PMI business which led me to the path where I am now in Business Development for the industry leader in PMI equipment, SciAps.
Mr. Brian, you have worked with many big organizations right from Thermo Fisher to your current organization SciAps, what is that one thing you found different in every organization where you worked?
Great question. For my history, the key difference could be each company’s vision and road map to success for both the organization and the employee. With any organization you will find there may be great benefits with some drawbacks, so it’s important to consider the pros and cons of each opportunity that offers the ideal balance.
In your experience, what are some of the key challenges and opportunities you've encountered in business development within the NDT industry?
Business Development is a unique and dynamic role that offers a fast-paced and constantly changing environment. This can be challenging and very rewarding at the same time. Creating new business and fostering strong client relationships requires good communication, expert level knowledge and problem-solving abilities. BDM’s work towards creating sustainable and profitable business and in the NDT industry we are often challenged with headwinds such as fluctuating oil and gas prices, recent COVID-19 pandemic, and raw material and scrap pricing. With a good strategy, it’s possible to create new opportunities during demanding times.
You are wearing various hats. From managing the business development side for SciAps and leading API 578 training for Analytical Training Consultants, you are handling things well. Could you help us understand your success behind multi-tasking so well?
Growing the business for SciAps PMI/NDT market is of course, the main focus and effort. Analytical Training Consultants is essentially the training arm that offers our clients the most comprehensive and technical curriculum to be successful when deploying our analyzers. Whether that is for retro-PMI activities such as HF Alkylation or Low Silicon surveys to general material verification. So, the two companies are intimately connected, offering both industry leading XRF & LIBS analyzers and world class training. SciAps CEO Don Sackett and the leadership team make it possible that we are managing both efforts effectively and successfully at the same time.
Well, Mr. Brian, let’s take a few questions that are requested by the BD pros.
How do you approach identifying and capitalizing on new business opportunities within the research sector?
There can be many ways to identify new business opportunities in the PMI /NDT space. It’s important that you educate yourself and maintain a holistic understanding of your business, industry and subject matter. Be observant and listen to your customers. They are a good source of new opportunities. Would also recommend engaging in network opportunities that surround you with other experts and varying perspectives in your target market. Also, keep an eye on your competitors and know where they stand in product development and marketing.
Could you share a particularly memorable success story or project that highlights your skills in business development?
As a company, SciAps is the first manufacturer to bring a handheld carbon analyzer to the market. In the world of analytical chemistry this is the ultimate business success story in our industry. From there, we were able to meet with industry partners and showcase the new LIBS Laser Induced Breakdown Spectroscopy technology and have it approved for use by most every major oil & gas and chemical company and the NDT and service providers that support them.
With the rapid advancements in technology and industry trends, how do you stay updated and adapt your strategies to remain competitive?
That is very true. The NDT business is rapidly growing, and we are expecting more of our analyzers and instruments to be effective in mitigating equipment and process failures. Participating in various committees such as API, ASNT, ISRI, etc. allows us to stay close with industry trends and maintain ahead of the curve when it comes to advancing technology. Like any product, we must continuously fine tune our technology to remain an industry leader and be competitive.
Collaboration is often crucial in business development. How do you build and maintain strong partnerships with clients and stakeholders in these specialized fields?
I have this incredible privilege to develop relationships with companies and stakeholders seeking real solutions for a diverse range of applications. Embracing the idea of business development is more than just calling a customer once a week. It requires the highest level of communication to be effective. At SciAps, we find that when we listen closely and understand the pain points of our clients, we are in the best position to serve them. Often a client will present to us a unique application that requires a collaborative effort of analysis and R&D between the two parties to create a technical solution. Merging the creativity and innovation with our industry allows to build and maintain strong relationships with our stakeholders.
Well, too many technical questions. Let’s break free, shall we?
So, how does life look for you outside of work, Mr. Brian? How do you unwind yourself?
Coaching youth sports has always been a passion of mine. With an 11-year age difference between my oldest and youngest child, I have been involved in coaching youth sports for almost 20 years from football, baseball and lacrosse. Outside of coaching, I enjoy fishing and just about anything outdoors.
What advice would you give to aspiring business development professionals looking to enter the research industry, particularly in these specific sectors?
In a BD role it is imperative that you are competent, confident and trustworthy. You are the face of the business, both company and product and should be flexible to adapting and adjusting strategies as new challenges and opportunities present themselves. Often, these opportunities come in small windows, and you must be decisive in action. Protect your relationships at all costs so that your contacts trust your judgement and advice. Give them a reason not to answer the door when a competitor comes knocking.
Looking ahead, what do you envision for the future of business development in areas such as the oil & gas industry?
We know that the oil and gas industry can be fluid and is posed to face challenges and trends in the future including climate pressures, political influence, and the mergence of alternatives such as solar, wind and hydropower. Navigating these challenges may require a renewed focus on attracting and acquiring new opportunities with new partners within the energy industry. The technology that we provide at SciAps is expansive and adaptable to many industries.
And finally, what are your thoughts on SciAps Inc. and OnestopNDT’s collaborative marketing efforts? Do you think our efforts to provide real, authentic and accurate content is helping SciAps Inc. reach newer markets?
I embrace the collaborative efforts between OneStopNDT and SciAps as it offers not only visibility into our companies but the markets we serve. Proving our audience real content is key to growth and reaching newer markets. I’m positive that our continued partnership in bringing like-minded companies together will reach new competitive markets and increase brand awareness.
Thank you for the time and opportunity to share.
