Testing, Inspection, and Certification (TIC) businesses often have highly decentralized or regional operations serving customers across a wide range of end markets. This means the sellers—often also the doers—have a high degree of autonomy to estimate project costs and margins. As a result, TIC organizations often have harmful margin variation, with little visibility into where and why it occurs or ability to set data-driven expectations.

TIC businesses serve virtually every sector across the world. Although considered an essential service, market and economic conditions, as well as the labor market, strongly influence pricing and commercial strategies. With hundreds, even thousands, of product/service combinations, regional market and regulatory differences, and cumbersome data processes, how do TIC businesses set and enforce market-aligned pricing and commercial strategies focused on margin growth?

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