Deficiency conversion

Definition

The share of problems an inspection finds that turn into a sold repair, which is where margin lives.

Why It Matters

Inspection revenue is predictable and thin; the repairs it uncovers are what a fire protection company actually earns on. A shop that inspects and never converts is running a compliance service at a compliance price, and a buyer paying for a recurring book is paying for the wrong half of it. Ask for the conversion rate from deficiency found to work order sold, then read a sample of reports: nothing wrong on a twenty-year-old system means either a very well maintained building or an inspection nobody performed.