In our March spotlight, Ken Eichholz, VP of Business Development at AmSpec Group, shares insights from his nearly 20 years in the TIC industry, with 14 of those years spent at AmSpec. He highlights the importance of strong client relationships and a customer-focused mindset. Ken expresses excitement about the collaborative and entrepreneurial culture at AmSpec, emphasizing the significance of innovation in business development strategies.
Can you tell us briefly about yourself and how many years you’ve been in the TIC industry and at AmSpec?
I’ve been fortunate to spend just shy of 20 years in the TIC (Testing, Inspection, and Certification) industry, with the last 14 years dedicated to helping AmSpec grow and evolve. I came through the laboratory side of the business, and I’ve always been passionate about building strong client relationships and driving sustainable growth. AmSpec has been a fantastic platform for that, and I’m proud to be part of a team that’s both customer-focused and forward-thinking.
What excites you most about working at AmSpec?
The people and the pace. We’ve got an incredibly talented and agile team that thrives on collaboration and creative problem-solving. Every day brings something new, and that energy is contagious. Being part of a company that still feels entrepreneurial, even as we expand globally and through different verticals, is genuinely exciting.
What is your approach to developing and executing a business development strategy at AmSpec?
It starts with listening—really understanding our clients’ needs and the challenges they face. From there, we focus on aligning our capabilities with market opportunities, building scalable strategies that combine organic growth, partnerships, and service innovation. It’s about being proactive, data-driven, and always ready to pivot when needed.
What role does innovation play in your BD strategy, and how do you foster it within your team?
Innovation is absolutely core. Whether it’s integrating smarter digital tools, exploring new service verticals, or reimagining how we deliver value, we encourage out-of-the-box thinking. I strive to create an environment where ideas can flow freely and team members are empowered to experiment, learn, and share insights throughout the organization.
How do you stay informed about industry trends and emerging opportunities?
Staying plugged in is critical. I regularly engage with industry forums, attend key conferences, follow thought leaders, and stay close to our clients and frontline teams. The best insights often come directly from those doing the work—our lab technicians, inspectors, and operations managers.
How do you build and lead a high-performing business development team?
It starts with hiring well—bringing in people who are not only skilled but also culturally aligned. From there, it’s about setting clear expectations, providing the team with the necessary tools and autonomy, and recognizing wins along the way. Consistent communication, mentorship, and a bit of healthy competition go a long way.
How do you ensure your team meets and exceeds its targets?
We focus on clarity and accountability. Everyone knows what success looks like, and we align our efforts toward measurable goals. Regular check-ins, dynamic KPIs, and cross-functional collaboration help us stay on track and adapt quickly when needed.
How do you adapt your strategy when market conditions or client needs change unexpectedly?
Flexibility is key. We stay agile by closely monitoring our client feedback and market signals, and we aren’t afraid to change our course quickly. That might mean adjusting strategic models, launching a new service or rethinking a go-to-market strategy entirely. We stay solution-focused and responsive.
How do you mentor and develop talent within your team?
Mentorship is something I take seriously. I believe in coaching through context—helping team members understand not just what to do but why it matters. I encourage ownership, provide frequent feedback, and strive to match people with opportunities that challenge their skills and build confidence.
What steps do you take to ensure collaboration between the BD team and other departments, such as operations, finance, and marketing?
Collaboration starts with alignment. We work hard to break down silos and ensure BD is integrated into the broader business strategy. That means regular touchpoints with ops, finance, and marketing, shared KPIs, and a culture of open communication. When everyone understands the “why,” execution becomes much smoother.
What do you know about AmSpec’s values, and how do you align with them?
AmSpec’s values—integrity, accuracy, responsiveness, and commitment—are at the core of everything we do. For me, it’s about trust. Our clients trust us with critical work, and that means we must deliver with precision and transparency. I strive to embody those values every day in how I lead, serve clients, and support our teams.
What do you see as the biggest opportunity/challenge for the TIC industry in the next 5 years?
The biggest opportunity is digital transformation—leveraging automation, data analytics, and AI to enhance quality, speed, and customer experience. The challenge is doing it without losing the personal, high-touch service our industry is known for. Those who can strike that balance will lead the next era of TIC.
What office do you spend most of your time at?
I’m based at our Houston Technical Center in Pasadena, Texas, but I travel frequently to stay connected with clients and teams across our global network. Being in the field is invaluable—it keeps me grounded in the realities of our business and fuels much of the strategic thinking we do.
