康杜特 (CNDT) 2026年第三季度业绩电话会：营收下滑之际利润率改善

尽管营收同比持续承压，康杜特（Conduent）2026年第三季度业绩仍显示出盈利能力的改善。管理层表示，下一阶段的重点是将29亿美元的合格项目储备转化为可持续增长，同时完成交通业务的退出并降低结构性成本。

核心要点

• 持续经营业务营收为5.34亿美元，而2025年第三季度为6.05亿美元，但较2026年第二季度实现环比增长。
• 调整后EBITDA从3100万美元增至3600万美元。调整后EBITDA利润率同比提升160个基点至6.7%。
• 康杜特当季签署了6100万美元的新业务年度合同价值（ACV）。年初至今新业务ACV达2.49亿美元。
• 合格新业务项目储备约为29亿美元，其中包括25亿美元的政府业务和4亿美元的商业业务商机。
• 第三季度调整后自由现金流为负1.17亿美元，主要由于再融资谈判期间公司保理业务临时暂停。管理层表示，在正常保理情况下，当季自由现金流本可接近盈亏平衡。
• 康杜特维持其2026年业绩指引，并继续以在三年战略规划期内实现两位数的调整后EBITDA利润率和正自由现金流为目标。

核心财务数据

业务与运营表现

商业板块

商业板块营收同比下降16%至3.08亿美元。管理层将下滑主要归因于客户体验管理领域的合同流失和业务量减少，包括当季康杜特最大商业客户的合同到期。

商业板块调整后EBITDA利润率为9.4%，同比下降70个基点。在成本效益计划的支撑下，调整后EBITDA环比增加500万美元，利润率环比提升160个基点。

该板块第三季度签署了4500万美元的新业务ACV，年初至今约为1.44亿美元。当季新增4家医疗保健客户。第三季度商业板块增长业务中近58%来自业务流程即服务（BPaaS），管理层将其明确为该板块利润率最高的业务。

康杜特还深化了与休曼纳（Humana）和安泰（Aetna）的合作关系，并在汽车运营、支付合规性及理赔审核宣导方面承接了新业务。商业板块合格项目储备约为4亿美元，较年初增长27%。

政府板块

政府板块营收为2.26亿美元，而2025年第三季度为2.38亿美元。营收下滑反映出部分实施项目已结束、业务流失以及客户业务量下降。

调整后EBITDA为6300万美元，利润率同比提升230个基点至27.9%。管理层将这一改善归功于成本效益举措。

政府板块第三季度实现新业务ACV 1600万美元，年初至今约为1.05亿美元。其合格项目储备维持在25亿美元，较2026年初增长8.5%。

纽约州医疗补助（Medicaid）平台已过渡至常规运营阶段。管理层还强调了来自包括弗吉尼亚州在内的至少10个其他州的需求。康杜特已有近30份已提交的政府项目提案等待中标结果，对应约3.8亿美元的项目储备商机。

资产组合与资产负债表举措

康杜特于10月1日完成向Medaxo出售其公共交通解决方案（Transit Solutions）业务，名义交易价格为1.64亿美元。公司在交割时收到1.40亿美元（扣除随业务转移的1800万美元境外现金），并减少了超过2亿美元的表外财务风险敞口。

公司预计将在近期完成路桥收费业务的剥离。管理层表示，全面退出交通业务将产生2.34亿美元的总收益。

10月23日，康杜特完成了循环信贷额度的再融资。总承诺授信额度增至4.47亿美元，其中包括7500万美元的新增循环信贷承诺额度以及1500万美元的履约信用证授信额度。到期日延长至2029年5月。随着交通资产剥离以及营运资金需求下降，该授信额度预计到年底将减少8000万美元。

公司已确定了1.06亿美元的成本节约空间，并已实现5500万美元。其范围更广的节支计划涵盖组织精简、供应商、房地产、技术基础设施、自动化以及人工智能（AI）。

管理层业绩指引

康杜特维持其2026年持续经营业务的前景指引：

• 营收为21.5亿美元至22.5亿美元。
• 正如电话会议中所述，调整后EBITDA为1.4亿至1.7亿英镑。
• 以中值计算，调整后EBITDA利润率约为7%。

管理层预计，在2026至2028年战略期内，调整后EBITDA利润率将逐步提升至两位数，公司并将开始产生正自由现金流。公司还设定了2028年净杠杆率达到1.5倍、此后维持在约1倍的目标。

这些目标的实现取决于销售项目储备的转化、降低成本、提升执行力以及完成交通业务的剥离。

风险与关注事项

• 受过往客户流失、合同丢失以及业务量下滑（尤其是商业客户体验管理业务）的影响，营收依然承压。
• 由于各州选举活动推迟了合同授予，当季政府采购周期有所延长。管理层预计选举周期结束后招标活动将提速，但具体时点仍取决于各州的决策。
• 29亿美元的项目储备本身并不能产生营收。管理层强调，需要更高的中标率和成功的项目实施，才能将商机转化为业绩增长。
• 调整后自由现金流和杠杆率受到了保理业务暂停的暂时影响。公司预计这些影响将在第四季度末得以解决。
• 持续经营业务仍承担着与前交通业务板块相关的滞留成本。康杜特在第三季度计入了约400万美元的此类成本。
• 与2025年1月网络安全事件相关的和解方案仍需获得法院批准。管理层预计保险将全额赔付该笔款项。

分析师问答环节要点

管理层表示，近期签署的ACV已开始对营收形成贡献。然而，这一成效已被过往的客户流失（包括康杜特最大商业客户的离开）所抵消。随着该合同的影响已被完全消化出清，管理层预计新增订单将逐步超过流失规模，并支撑环比改善。

对于弗吉尼亚州的现代化项目，营收采用完工百分比法确认，而客户开票和现金回款则按合同约定的里程碑节点进行。一旦实施完成，管理层预计该项目将产生持续性的运营收入。

在定价方面，康杜特表示在合同续签时会尽可能寻求提价，并更持续地争取生活成本调整（COLA）。商业合同续签的期限通常约为三年，而近期政府业务活动则包含更多较短期限的增补工作。

管理层将平均交易周期的延长主要归因于选举周期前后政府合同授予的延迟。其预计在选举结束后，一些待定的州政府决策将开始推进。

财报电话会议完整实录

完整财报电话会议逐字稿

管理层陈述

Operator

Good afternoon, ladies and gentlemen, and welcome to the Conduent Q3 2026 Earnings Conference Call. [Operator Instructions]. Also note that this call is being recorded on Thursday, November 5, 2026. I would now like to turn the conference over to Nick Goel, VP of Investor Relations. Please go ahead.

Nick Goel

Thank you, operator. Good afternoon, everyone. Welcome to Conduent's Third Quarter 2026 Earnings Call. Joining me today are Harsha Agadi, our CEO; and Giles Goodburn, our CFO.

Earlier today, we issued our earnings release and presentation. Both are available in the Investor Relations section of our website and have been filed with the SEC. As a reminder, today's discussion will include forward-looking statements and non-GAAP financial measures. Please refer to our earnings release earnings material and SEC filings for the relevant risk factors, disclosures and reconciliations. With that, I will turn the call over to Harsha.

Harsha Agadi

Thank you. Good afternoon, everyone, and thank you for joining us. This has been an exhilarating and exciting quarter. We recently had our Investor Day after many years. I enjoyed meeting with investors, bondholders and analysts who follow our company. Thank you to everyone who joined my leadership team and me in person, and we have webcast. As we emphasized at the event, our singular focus is executing our Ascent 2026-2028 plan. I will talk a bit more about that later on in the call.

Let me brief you on what we have accomplished during the quarter. We have executed on several major milestones that I have established since the inception of my role as CEO. When we spoke last quarter, I outlined the progress on the 5 priorities for Conduent. Just to recall, those priorities are converting our pipeline into substantial growth optimizing our portfolio, increasing speed and accountability, enforcing financial discipline and reducing our cost structure. These priorities currently remain unchanged with sustainable growth now being at the absolute forefront.

Today, I want to update you further on the continuing progress we have made against those priorities, but also be very clear about what we have more work to do. Our third quarter results were in line with our expectations. Revenue from continuing operations was $534 million, sequentially higher than second quarter. Margins continue to improve as our efforts to simplify the company, reduce costs and strengthen operating performance has begun to deliver benefits. And importantly, we have now completed several significant actions that make Conduent a more focused company with a stronger and stable financial foundation. With that foundation in place, our focus is on converting our pipeline into growth.

Let me begin with our most important priority converting our pipeline into sustainable growth. This remains the area where we have the work that we need to do at a very focused level. We have signed new business year-to-date ACV of $249 million. At the same time, our pipeline continues to give us confidence in the opportunity ahead. We entered the fourth quarter with approximately $2.9 billion in qualified new business ACV pipeline with healthy increases since the beginning of the year in both commercial and government segments. We have several RFPs in play. But as I have said before, pipeline alone does not create value, conversion does. We need to convert more opportunities into wins, improve our win rates protect the clients.

We already have and execute successfully when new business comes on board. We continue to see encouraging proof points in both commercial and government. That is where our maximum focus is today. Let me start with commercial. Commercial has generated approximately year-to-date $144 million of new business ACV. What I find particularly important is the type of business we are winning. During the quarter, almost 58% of Q3 commercial growth activity was in the business unit business process as a service. our highest-margin business within the Commercial segment. We also continue to see diversification across add-on businesses, new capabilities and new logos.

Let me give you a few specific examples. We won a new capability program with a very large global automotive manufacturer focused on retooling and auditing critical operations inventory. We also added gravy as a new logo in payment integrity. We expanded our claims education work with Trillium Health resources, building upon and implementation that began last quarter and we continue to expand our customer experience relationships with Humana and Aetna as we support their respective member growth. These wins are important because they demonstrate clearly what our commercial strategy is intended to do.

We will deepen our focus on regulated industries and increase our sales bandwidth to the middle market segment. We want to deepen relationships with existing clients, introduce additional capabilities into those relationships and create differentiated offerings that we can scale across industries and clients. That is how we intend to improve both quality and durability of commercial revenue base over time.

Turning to government, we continue to strengthen our position across mission-critical public programs. Our first full Conduent Medicaid suite implementation in New York has now transitioned into ongoing flawless operations and is creating follow-on sales opportunities as the state adds capabilities and enhancements to the platform. We're also seeing strong demand from at least 10 other states, for example, Virginia for the state-of-the-art solution. We also expanded our state disbursement unit relationship in Illinois with nearly $2 million of additional print services ACV and secured approximately $4 million of ACV supporting Pennsylvania's transition to chip-enabled EMV technology for EBT.

Government has generated approximately year-to-date $105 million of new business ACV. And looking ahead, we had nearly 30 submitted proposals awaiting awards, representing a meaningful pool of late-stage opportunities although state election cycles now over will accelerate procurement and award timing. Our strategy in government is straightforward. We have decades of domain expertise in highly complex programs. We want to combine that expertise with modern technology, stronger implementation and execution and new capabilities to become an even more relevant and valuable partner to our government clients.

Now let me come to the second priority, which is optimizing the portfolio. We have completed the successful sale of the public transit business to [indiscernible] for $164 million and expect to complete the sale of the tolling business shortly. These transactions advance our exit from transportation and sharpen our focus on our core commercial and government businesses, allowing us to concentrate our capital, resources and management attention on those businesses. Across both commercial and government, our strategic focus is on serving highly regulated industries and complex programs where our domain expertise and mission-critical solutions can differentiate us.

With the completed public transit divestiture and impending sale of tolling, we have made significant progress on our portfolio optimization priority. When we fully exit the transportation business, we would generate $234 million of gross proceeds which is almost equivalent to our market cap, clearly not reflecting the true value of this company. We will continue with our disciplined approach of fixed South and grow.

We will fix businesses where we can see a clear path to improving meaningful performance sell businesses that are no longer aligned with our long-term strategy and grow the businesses where we believe we have the strongest competitive advantage and the greatest opportunity to create long-term value. Portfolio optimization is not simply becoming smaller. It is about increasing focus and investing in higher-margin businesses with attractive growth opportunities that have long-lasting solutions. It is about making Conduent simpler, more focused and better positioned to invest behind the businesses where we believe we can create the greatest enterprise value for clients, and our shareholders and bondholders. That was the objective we outlined at the beginning of this year, we have taken meaningful steps towards delivering it.

The third priority is increase speed and accountability. As we communicated on Investor Day, going forward, AI will be a very important lever across all parts of the business, and we intend to accelerate our efforts. To do that, we have established an AI center of excellence that will serve as the enterprise engine for scaling AI across Conduent by identifying and prioritizing the highest value opportunities rapidly developing and validating use cases and creating the reusable capabilities, governance and partnerships needed to move AI solutions from concept to production faster. The AI center of excellence will work across two areas in particular. One is how we create differentiation in our solutions and open new adjacencies with AI, like scaling unstructured document processing through Gen I addressing fraud across full life cycle of benefits in the government programs.

Secondly, AI Center of Excellence will closely look at our operations and ways of working to enhance productivity and development speed through AI. An example of that will be driving usage of AI-based coding tools for developers with the right measurements and guardrails in place. we are currently shaping the long-term road map and expect to share more on this throughout the next year. In addition, to this, we have aggressively delayered the company organization, dramatically changed the leadership team this year and move to decision-making at light speed. The next priority is enforcing financial discipline. On October 23, we completed a comprehensive refinancing of our revolving credit facility where Giles will provide additional details shortly. This was a very important milestone for Conduent. And combined with the divestiture activity strengthens our liquidity and gives us greater financial flexibility to execute our transformation.

And that allows us to increasingly shift our attention from restructuring the company to improving the performance of the company, both on top line and bottom line. Our fixation and focus on moving towards positive free cash flow is resolute. Giles will provide more details on it. Our final priority is reducing our cost structure. We continue to simplify the organization during the quarter, reduce structural costs and improve how we operate, you can see clear evidence of that progress in our third quarter profitability. We're also tightening capital spending year-to-date spending in 2026 and totaled $38 million compared with $59 million a year ago. That is encouraging. But let me be very clear. We still have a significant opportunity ahead of us.

At Investor Day, we discussed a broader cost transformation that goes beyond traditional head count reduction. It includes simplifying our organizational structure, optimizing our vendor base and real estate footprint modernizing our technology infrastructure and using automation and AI to make our operations more efficient. Out of the total $20 million of cost savings target, we have already identified $106 million and have realized $55 million. The objective is not simply to take cost out of Conduent. The objective is to build a company that can operate more efficiently increased pace of play and invest more effectively and translate future revenue growth into stronger margins and free cash generation. One last topic I should update you on.

We reached an agreement to resolve the class action litigation arising from the January 2025 cyber event. The settlement is subject to court approval and is expected to be funded by our insurance fully. Looking ahead, as I step back from this quarter, I would characterize our position this way. We have made substantial progress in reshaping Conduent. We have simplified the portfolio. We have strengthened our financial foundation and increased our financial discipline. We are reducing our structural cost base. We are investing in technology and AI. And we have built a substantial pipeline of opportunities across our commercial and government business. The next phase is about converting those actions into sustainable profitable growth.

With that, I turn the call over to our CFO, Giles Goodburn, to provide more details on the quarter's profitability, balance sheet and our outlook.

Giles Goodburn

Thanks, Harsha. As we've done in the past, we're reporting both GAAP and non-GAAP numbers. The reconciliations are in our filings and in the appendix of the presentation. Let me start by stating the results we are reporting today reinforce our conviction around our transformation journey we laid out at our investor event on September 30 this year. Since the beginning of the third quarter, we have completed several strategic imperatives and showed progression in some of our key financial metrics, all of which I'll discuss today. First, we completed the sale of our Transit Solutions business to Medaxo on October 1 for a headline price of $164 million. We received $140 million at close, less $18 million of international cash, which went with the transaction and also reduced our off-balance sheet financial exposure by over $200 million. Second, we completed the refinancing of our revolving credit facilities, extending the existing $357 million and adding an incremental 90 million of additional commitments comprising $75 million of new revolving commitments and a $15 million back stock performance letter of credit facility for a total committed facility of 447 million. We also extended the maturity of the facilities to May 2029.

This new facility provides us ample financial flexibility to execute on our Xtend 2026 to 2028 strategic priorities. The facility reduces by $80 million by the end of the year as we divest the transportation assets and reduce our working capital requirements. Turning to the quarter. Unless otherwise indicated, the financial disclosures and related information and commentary provided herein relate to the company's continuing operations, which exclude the transportation segment, all prior periods have been restated to reflect discontinued operations. Let's discuss the key sales metrics on Slides 5 and 6. We signed 61 million of new business ACV this quarter compared to $70 million in Q3 2025. In the commercial segment, we are consistently signing between $40 million and $60 million of new business ACV each quarter.

In Q3, we signed 4 new logos, all new health care clients signing up for solutions across our health care operations and enterprise operations offerings. As Harsha mentioned earlier, we also signed a significant new capability with a leading auto manufacturer, which will support the continued growth in our finance, accounting and procurement offerings. The commercial qualified pipeline stands at just under GBP 400 million, which is up 27% since the beginning of the year. In the Government segment, we signed $16 million of new business ACV in the quarter. The third quarter has consistently been the low point in the last couple of years, this year, we continue to see a steady release of RFPs from government entities, which we are actively bidding on. However, the process of awarding these bids is taking longer and, therefore, increasing our average deal cycle times.

The government qualified pipeline continues to stand at $2.5 billion up 8.5% since the beginning of the year. Let's turn to Slide 7 and 8 and review the Q3 2026 P&L metrics. Revenue for the quarter was $534 million compared to $605 million in Q3 2025. While down year-over-year, revenue is up sequentially versus Q2 2026. Adjusted EBITDA for Q3 2026 was $36 million as compared to $31 million in Q3 2025. Our adjusted EBITDA margin of 6.7% is up 160 basis points year-over-year. Included in these adjusted EBITDA numbers is approximately $4 million in 2026 and 5 million in 2025 of stranded costs related to the former Transportation segment, which we will address as the transactions close. Both adjusted EBITDA and adjusted EBITDA margin showed significant improvement versus last quarter, and our expectation is that will continue into Q4.

Turning the page to our segment results. Q3 2026 Commercial segment revenue was 308 million, down 16% compared to Q3 2025. The decline is driven by contract losses and volume declines predominantly in our customer experience management offering. The losses include our largest commercial client, whose contract with us ended in the third quarter and is already incorporated in our outlook. Commercial adjusted EBITDA was GBP 29 million, a decrease of 8 million year-over-year, and the adjusted EBITDA margin of 9.4% was down 70 basis points. The reduced adjusted EBITDA and margin is predominantly a result of a health plan administration license agreement we signed in the prior year quarter, which made a strong contribution to the bottom line.

Sequentially, both adjusted EBITDA and adjusted EBITDA margin improved 5 million and 160 basis points, respectively, resulting from our cost efficiency programs in the commercial segment. Government segment revenue for the quarter was 226 million versus 238 million in Q3 2025. The drivers here were completed implementation projects lost business and lower client volumes. Adjusted EBITDA was $63 million, with adjusted EBITDA margin of 27.9%, up 230 basis points year-over-year. Our cost efficiency programs drove the higher adjusted EBITDA and margin outcomes. Unallocated costs were $56 million for Q3 '26, a reduction of 16% versus Q3 2025, reflecting the continued progress with our cost efficiency programs in the corporate functions. Turning to Slide 9, we'll discuss the balance sheet and cash flow.

Let's start with the temporary impacts of the renewed revolving credit facility. Due to the new facility closing after the end of the quarter on October 23, there are a couple of items on the September 30 balance sheet and cash flow statement that were impacted by the timing of the close falling outside the quarter. On the balance sheet, we have included the full amount of the previous facility that was set to mature on October 15, 2026, of 170 million in current portion of long-term debt.

Also, during the negotiations of this new facility, our factoring program provided by one of the bank lenders was temporarily paused until the new agreements were finalized. This pausing of the factoring program straddled the quarter end period and hence had a significant impact on our cash flow from operating activities, our adjusted free cash flow and subsequently, our net leverage ratio. We anticipate both of these impacts will be resolved by the end of the fourth quarter. We ended Q3 2026 with approximately $295 million in cash on the balance sheet and negative adjusted free cash flow of 117 million for the quarter. The pausing of the factoring facility had a significant impact on free cash flow.

But on a year-to-date basis, we continue to show an improvement versus 2025 and had a normal -- had a normalized level of factoring been executed, we would have been very close to breakeven free cash flow for the quarter. Our adjusted net leverage ratio of 2.9 turns is temporarily elevated this quarter. It excludes EBITDA from discontinued operations and includes the estimated cash proceeds from divestitures at closing, and our capital expenditure for the quarter was 2.8% of revenue, in line with our expectations. Turning to Slide 10. You will see our guide for 2026 remains unchanged compared to last quarter and what we shared at the investor event on September 30.

As a reminder, it excludes discontinued operations. For 2026, the revenue range is $2.15 billion to $2.25 billion and our adjusted EBITDA guide is 140 million to GBP 170 million, which at the midpoint is a 7% adjusted EBITDA margin. The out years remain consistent with what we discussed at the investor event with the addition of our net leverage ratio expectations. The new revolving credit facility and the $520 million of senior secured notes, both mature in 2029. The which allows us to focus on the Ascent 2026 to 2028 strategic priorities for the next 18 months before commencing another refinancing process. As we execute on the Ascend priorities, we expect adjusted EBITDA margins to incrementally improve to double digits and also begin to deliver positive free cash flow over this 3-year outlook time frame.

These are the catalysts, which will drive our net leverage ratio down to 1.5 turns in 2028 and steadily improved to one turn thereafter. That concludes the financial review of Q3 2026. And now I'll hand it back to Harsha. Harsha?

Harsha Agadi

Thank you, Giles. We also recognize that our current financial results are starting to reflect directional improvement. Revenue has been under pressure from historical churn, but our conversion of our pipeline to revenue will continue to improve and increase velocity. We believe the actions we have taken this year give us a stronger foundation from which to address those challenges. Our strategy is no longer about defining what needs to change at Conduent. We know what needs to change.

It now is all about flawless execution combined with a laser focus on selling our services as we reduce unwarranted costs and embracing today's AI-driven technology environment. And along with that, executing on our Ascent 26-28, as described on the Investor Day, which is standardize our operations and infrastructure specialized in core communications and scale around broad industry challenges. We believe that is the path to sustainable, profitable growth and long-term shareholder value. Before we open the lines for questions, let me leave you with one final thought. I became CEO on January 16, 2026. Over the course of this year, we have acted decisively. We have reshaped the portfolio. We have strengthened our financial foundation, reduced our structural cost and simplifying how we operate.

We are investing in technology and AI and we are building a stronger foundation for the commercial and the government growth patterns. The work is never complete. But I believe we're ending the year as a simpler, more focused and financially stronger Conduent than we were when we began this journey. Our focus now is execution and delivering the results that demonstrate that progress. I want to take a moment and thank all our associates around the world for their continued dedication, commitment and hard work and our clients for the trust they place in us every day.

With that, I wish everyone happy holidays, and we'll see you next year. Operator, we are now ready to take questions.

Operator

[Operator Instructions]. Your first question will be from [ George Crust ] at Noble Capital Markets.

分析师问答

Unknown Analyst

Congratulations on the quarter. I'm filling in for Mike. So you talked a lot about your new business wins, but revenue was still down for the quarter. I was wondering if you could provide a little bit more color of when your new ACV wins actually start flowing through to the P&L?

Harsha Agadi

Yes. So first of all, the new ACV is flowing through to the P&L. But we've had, as I said in earlier calls, before I even joined Conduent as CEO, a large customer cycling off that has now completed. So we will not see those big holes on a daily basis anymore. But as the ACV on the new wins keeps picking up, as you would expect, it will start exceeding churn. So to me, what you're seeing is like a net number, but the churn is starting to reduce with that large customer having left us. So each month, that's why you're seeing sequential improvement quarter-to-quarter.

Operator

Next question comes from Gowshi Sri at Singular Research.

Gowshihan Sriharan

My first question is on the Virginia, how is revenue being recognized for the modernization? Is that milestones or cost as incurred and the lift in government Q3, is that from implementation work or rather some kind of run rate operations?

Giles Goodburn

So I missed the second part of the question. But the first part of the question, Gowshi, it's on a percentage of completion basis. So revenue for that project will be recognized as we go through the projects on a percentage of completion. And then we build client based on a milestone basis and clearly take the cash on a milestone basis as well.

Harsha Agadi

And by the way, Virginia will be ongoing revenue once fully implemented and will be actually much larger than New Mexico, and we have 10 more states lining up right behind it that we're in negotiations with because Conduent, the CMBS, the Conduent Medicaid system is truly state-of-the-art unique and cloud native that our competitors to the best of our knowledge cannot offer.

Gowshihan Sriharan

On the pricing side, how did pricing in the quarter of renewals compared with contracts that they replaced. And the move to shorter contract terms, is that -- is that coming mostly from the client side? Or are you structuring it that way?

Giles Goodburn

So yes, so we're generating price where we can on the renewals that we're engaging with the clients on. Clearly, there's cost increases, we will know as inflation inflationary concept here in -- across the globe. As far as the tenure of the renewals are concerned, we're typically renewing them in the commercial space at that kind of 3-year time frame, which is the average deal size or deal tenure that we have in that space. In the government side, I'd say we're doing in the last few months, certainly more add-on activity. We talked about some of the larger deals being caught in the award side are not being awarded due to what's been going on with the election cycle. So in the government space, we're seeing more add-on activity, which is essentially a shorter time frame.

Operator

Next question comes from Marc Riddick at Sidoti Company.

Marc Riddick

Good evening, everyone. I wanted to start with maybe a couple of comments around -- maybe you could share some thoughts around the pipeline. And maybe you could talk a little bit about a couple of the catalysts that you're seeing there as well as how the pacing progress through the quarter and then to here into the fourth?

Harsha Agadi

Yes. So maybe I'll step back and first talk about what I call as the qualified pipeline. And even from January to now, it has actually become quite large, about $2.9 billion. $2.5 billion is on the government side. $400 million is on the commercial side. And a qualified pipeline for us, Marc, is it has to be Stage 2 where conversations are already taking place and RFP or RFI in process. So there's a fair amount of activity. The other piece that I should tell you is the entire culture on sales has changed. We have a lot of elements in place, which some will tell me that this is normal in certain companies.

Guess what, Conduent some of it did not exist. And now our pace of play from Stage 2 to completion is picking up a fair amount of speed. Now the election cycle on the government side did slow us down. Just to give you a simple example, we have 30 proposals amounting to $380 million that was in the pipeline waiting for it to be approved and moved forward. I think the gates will open post election. And frankly, with the way election went, I think there's a greater opportunity for Conduent to partner with states that are willing to spend. Just to give you one small example, the one big beautiful bill, which is also called HR where a lot of Medicaid [indiscernible] were probably going to get blocked for a variety of reasons.

Now with the shift in the Congress that actually will remain and might increase in activity, therefore, helping content. So we're actually -- it's kind of interesting. You have two sites to every election, but we're actually positive because we have the government as our clients, and we're going to see a big pickup in activity.

Marc Riddick

Great. And then you may have answered what my follow-up was going to be because it seems as though that's at least part of it, but I was going to touch on the commentary around the average deal cycle times extending. Is that the primary or were there other factors in play with the average deal cycle times increasing during the quarter?

Giles Goodburn

Yes. No, Marc, that's the key contributor is what's been going on in the government with the election cycles. And we're anticipating that, that starts to free up now that we're through November 5, and should see some of those being awarded by the various states that we're engaged with.

Marc Riddick

Excellent. And then I guess the last one for me, I'll add on a follow-up because that was kind of covered in the first question. But I wanted to talk a little bit about the pricing dynamic that you're looking at and sort of how that plays into next year's portion of the 3-year plan and whether there's pricing that can be captured in any of the key areas of the business?

Harsha Agadi

Yes. Here's what I would say. Pricing is always very competitive. But we have a couple of things that I think may be in our favor. One is there is inflation on Therefore, it gives us an opportunity to do a few things with that. Second, we are now religiously insisting on cola everywhere. We may not get it everywhere, but we're much more forceful on that. And the other piece is as we continue to use new and better platforms and technology, it gives us savings makes us more price competitive as we're bidding on things. So we have a number of things in place simultaneously.

And I'm very focused when we look at a sales proposal, I am focused on contribution margin before corporate overhead. That is a key number for us to look at. And as I tell folks internally, we don't deposit margin percent we deposit dollars. So we're going to look at deal by deal and make sure there's more dollars of profitability coming through.

Operator

Thank you. Ladies and gentlemen, this does conclude today's question-and-answer period as well as our conference call. I would like to thank everyone for attending. And at this time, we do ask that you please disconnect your lines.