What is inspection-to-repair conversion?
Inspection-to-repair conversion is the share of deficiencies found on inspections that become sold repair jobs. It narrows pull-through to one path: a documented problem, a quote and an approved repair. In fire protection, the National Fire Sprinkler Association, a trade group, summarizes NFPA 25 (2020 edition) as requiring that the owner be notified in writing of any deficiencies found and make the corrections in a timely manner.
Why it matters to a revenue leader
Every documented deficiency is a qualified need with a code reason behind it, at a site the company already serves. When conversion is low, the revenue was found and then lost somewhere between the inspection report and the signed quote. For a revenue leader this is often the cleanest diagnostic in the business, because it separates a quoting and follow-up problem from a demand problem.
How to calculate it
Inspection-to-repair conversion = deficiencies sold as repair work ÷ deficiencies documented, for the same period. Track it by count and by dollars.
Common mistake: dividing by deficiencies quoted. That hides every deficiency that never received a quote.
Example
Fictitious numbersA fire protection branch documents 400 deficiencies in a quarter. It quotes 260 of them and sells 120. Conversion is 30% of deficiencies found (120 ÷ 400), even though the close rate on quotes looks healthier at 46%.
"How many deficiencies did we document last quarter that never received a quote?"