Which Service Do I Need?

Category: offers Sources: Strategic Reference — Which Service Do I Need? (Notion, fetched 2026-08-01), Services, Offer Architecture, Glen chat direction 2026-08-16 (package-level detail, Range Review single model, Certification Project public scope), MASTER-BUSINESS-PLAN.md (Trace Launch project, fetched 2026-08-23 — current names, prices, and the two new entry-point services) Confidence: high Last Updated: 2026-08-23

The most commercially important page in the Strategic Reference set. This is Trace's primary customer-routing logic — written as a funnel-ready decision system. The customer's situation comes first; the service name comes second. Use this article (not Offer Architecture directly) as the source for any website "which service is right for me" flow, sales-qualification script, or chatbot/intake logic.

Who Trace Helps

Businesses placing PPE on the market. Motorcycle protective apparel is the master specialism; selected expertise also covers hand protection, high-visibility PPE, eye protection, head protection, and sports protection where the product and evidence fit Trace's competence. (Real hearing-protection experience also exists but is never presented as a public offer — master plan, §11.) Trace does not sell PPE or advise businesses buying PPE for workplace procurement.

Pathway: Know the route. Move the product. Regain control. Build capability. Hero message: You build protection. We clear the route.

Opening Question: "Where Is the Product or Range Stuck Right Now?"

0. "I'm not sure I even have a compliance question." → Free Triage

Signals: "I don't know if this counts as PPE." / "I don't know if you're the right people." / "I just want to check before I spend anything."

A literal 15-minute call, booked directly, no form first. Answers one question: is this PPE, is it in scope, what's the right next step. Price: £0. CTA: Book a free triage call. No written deliverable — this is a routing conversation, not advice.

0.5 "I've been handed documentation I didn't produce." → Second Opinion

Signals: "A supplier gave us their evidence pack and we don't know if it's any good." / "We inherited a technical file and want it checked before we rely on it." / "We want a second set of eyes before we commit commercially."

An independent review of one product's technical file, or of a supplier's/factory's evidence pack, ending in a written verdict and gap list. Price: £395, credited in full against a Range Review booked within 60 days. CTA: Get a second opinion.

1. "We do not know the route." → Route Finder

Signals: "We have a new PPE product but don't know what applies." / "We're unsure which standards, tests, or certification route we need." / "We want to spend money on the right testing and certification." / "We need to know what must happen before launch."

Creates a product-specific route map: intended market, product identity, likely category and route, evidence, gaps, sequence, decisions, next actions. Price: £495, credited in full against Certification Management. CTA: Map my route. Never promise a guaranteed certificate, approval, or market-access outcome.

2. "The route is known but the product is not moving." → Certification Management

Signals: "The product is stuck in testing." / "The certification body has raised questions." / "We need documents, testing, and certification work coordinated." / "The product is meant to ship but the file is not ready."

Two public packages:

• Full Certification Management — £1,500, 10% off for repeat clients on an established route. Full route coordination: documentation, testing, certification, actions, weekly written status updates, handover.
• Documentation-only — £950 (internal reference; not separately publicised as a price point). Evidence review and organisation, technical documentation, evidence index, DoC draft, IFU/marking/product-information coordination, weekly status updates.

Route to Full Certification Management when the client needs the whole thing coordinated; route to Documentation-only when testing and certification are already in hand and the gap is the paperwork. Testing-only coordination and certification-only coordination exist as internal delivery scopes for a narrower gap, offered case by case in the qualifying conversation rather than presented upfront. Third-party fees separate. CTA: Move my product forward.

3. "We do not understand our range." → Range Review

Signals: "We have products on the market but the files are inconsistent." / "We inherited the range." / "We can't tell which report belongs to which product." / "We need to identify products to remove, consolidate, or prioritise." / "Some reports are older than five years and a new application may need new testing."

Range Review is one package: Portfolio Review, £500 setup + £150/product, no minimum. That's what the client books — not a choice between two tiers. Once it's complete, a Deep Product Review (£350/product) is offered for the specific products it flags as materially uncertain, changed, or facing a significant keep/fix/pause/remove decision — never sold upfront. Second Opinion (£395) is the natural single-product entry point for a brand not ready to commit a whole range, and credits in full if a Range Review follows within 60 days. CTA: Review my range.

4. "Something has gone wrong." → Issue Response

Signals: "A test has failed." / "The certification body won't accept the evidence." / "A marketplace or distributor is challenging the product." / "We have a supplier-document issue." / "The product changed and we don't know whether the file is still valid." / "We have a recall or regulatory concern."

Triage first, then priced by severity: Contained (L1) £495, 2 working days; Urgent (L2) £795, 1 working day; Critical (L3) £1,250, 4 hours. All issues arrive in writing — no phone route, by design. CTA: Help me regain control. If broader than the defined intervention, may lead to Certification Management, Range Review, or Embedded Support.

5. "We need ongoing technical ownership." → Embedded Support

Signals: "We need someone technical in the background." / "We can't justify hiring a full-time specialist." / "New products keep arriving and someone needs to manage the documentation." / "We need someone who knows the range and open issues."

Watch £295/month, fixed — the entry rung, roughly one hour/month, keeps a qualified relationship warm. Configured retainers, published "from £750/month" — built above Watch from priced units of ongoing capacity, quoted bespoke through an internal configurator. "A continuity service, not an unlimited or hourly promise." CTA: Keep my technical control.

6. "Our team needs to do this properly." → Training

Signals: "Our team doesn't understand the route." / "We need to understand technical documentation." / "We want internal champions, not another presentation." / "We need practical motorcycle PPE knowledge."

PPE Foundation Training £750 (terms and process only — what's the client's to own vs what genuinely isn't; no documentation depth); PPE Document Workshop £1,750 (individual or group, with Glen, using the client's own full documentation set from a real project); Motorcycle PPE Training £1,500 (client-specific, built from the client's own physical products, limited to relevant standards from intake — named example standards: EN 17092, EN 13594, EN 13634, and relevant EN 1621 parts, useful detail not previously captured in Standards Coverage); complete three-session pathway £3,500 (saves £500). See Services for the full session breakdown confirmed 2026-08-08. Delivered through Trace's app-based interactive training platform. CTA: Build my team's capability.

Customer-to-Service Table

Funnel Qualification Questions

What type of PPE are you placing on the market? Is motorcycle protective apparel involved? Are you the brand owner, manufacturer, importer, distributor, or another responsible business (see Ppe Responsibility Map)? Which market is involved? Is the product new, on-market, inherited, changing, or being withdrawn? What's the most urgent sentence describing the situation? Is it being tested, assessed, certified, shipped, or sold? How many products/variants are involved? What evidence do you have today? Has a test house, certification body, marketplace, customer, authority, or industry body raised an issue? Is anyone injured or at immediate risk? What decision must be made next? Who owns the final technical and commercial decisions? What would a useful result look like in 30 days?

Disqualifiers

Trace is not the right fit where a prospect wants to: buy PPE for workplace procurement; get a certificate without testing or evidence; have Trace sign as a certification body, notified body, approved body, or regulator; get a guarantee that a product will pass; use invented or backdated evidence; get advice outside Trace's declared competence (see Proof Stack (Competence and Experience Record section)); or get unlimited work without agreeing scope and responsibility.

Funnel Sequence

1. Recognise the situation.
2. Name the consequence of leaving it unclear.
3. Explain the practical result Trace creates.
4. Ask only the questions needed to route the enquiry.
5. Recommend one service.
6. Explain the next step.
7. Set boundaries before the call or proposal.

Suggested transition: "Tell us where the product is stuck. We will help you identify the next responsible step."

Internal routing rule: Unsure if in scope → Free Triage. Holding someone else's documentation → Second Opinion. Unclear route → Route Finder. Clear route and defined project → Certification Management. Unclear range → Range Review. Live issue → Issue Response. Repeating need → Embedded Support. Capability gap → Training.

A future Compliance Control product is not part of the locked service menu until defined and built (see Parked Concepts in Offer Architecture).

Related Articles

• Services
• Offer Architecture
• Ppe Evidence Red Flag Library
• Ppe Responsibility Map
• Proof Stack (Competence and Experience Record section)