Unsold Estimate Recovery Benchmarks
Measure how previously undecided proposals move into accepted work, completed jobs, and collected revenue.
Discuss Your Follow-Up ProcessWhat is an unsold estimate recovery benchmark?
It is a reference result for a defined group of previously unsold estimate opportunities. A meaningful comparison uses similar services, estimate ages, and time allowed for a decision.
Published context: ServiceTitan’s 2025 research reported that 47% of contractors with at least $10 million in annual revenue attributed 11–15% of income to estimate follow-up. This is a subgroup’s reported income contribution—not a 47% estimate conversion rate. View source.
Separate acceptance, completion, and payment
| Measure | Formula or basis | Meaning |
|---|---|---|
| Reopened opportunity rate | Opportunities returning to a substantive sales discussion ÷ enrolled opportunities × 100. | Interest has resumed, but no sale is established. |
| Recovered acceptance rate | Enrolled opportunities accepted during the window ÷ enrolled opportunities × 100. | The customer approved the proposal under your defined acceptance rule. |
| Completed-job recovery rate | Enrolled opportunities producing completed jobs ÷ enrolled opportunities × 100. | The work progressed beyond acceptance. |
| Collected revenue | Payments received for attributed jobs, net of refunds. | Cash received, reported separately from proposal value. |
Count a project once even if it has multiple quote versions or good-better-best options. Otherwise, proposal structure can distort the denominator.
Example: one campaign, two valid recovery rates
Hypothetical example—not a benchmark claim.
A campaign enrolls 100 eligible unsold projects. Eight proposals are accepted, and six jobs are completed by the reporting cutoff.
- Recovered acceptance rate: 8%.
- Completed-job recovery rate: 6%.
The other two accepted projects may still be scheduled, delayed, or canceled. Their status should remain visible rather than being counted as completed revenue.
What makes estimate cohorts comparable?
- Service type: separate urgent repairs from discretionary upgrades.
- Estimate age: compare similar time since the original proposal.
- Job value and scope: distinguish small repairs from larger projects.
- Original objection: separate timing delays, price concerns, and unclear requirements.
- Observation window: allow equivalent time for acceptance and completion.
Check whether old pricing or scope needs review before treating an acceptance as a valid booking. Record revised project value without overwriting the original history.
Frequently asked questions
Should we compare recovery with our overall quote close rate?
Keep them separate. Overall close rate includes normal new-estimate activity; recovery concerns a defined previously unsold group.
Is the total value of unsold quotes recoverable revenue?
No. Some projects are completed elsewhere, canceled, or no longer viable. Quote value is a starting inventory measure, not a revenue forecast.
Should discounts be included in reporting?
Yes. Use actual agreed prices and direct job costs when evaluating financial outcomes. A higher acceptance rate can be offset by lower margins.
Source: ServiceTitan 2025 Residential Services Report release. Published March 25, 2025; Thrive Analytics surveyed more than 1,000 residential contractors. Reviewed October 2, 2026.
Give undecided estimates a measurable next step
Explore a structured follow-up workflow with ProspectBoss.
Schedule a Demo