Editorial draft available to read. Factual and language review is pending. Examples are illustrative.
Create decision-useful categories
Use a short set with examples and boundaries: poor fit, postponed priorities and declined terms call for different actions. Separate opportunity state from closing reason. Allow unknown and no response rather than forcing invented explanations into required fields.
Separate statements from interpretation
Summarise relevant buyer statements and label team hypotheses. Do not infer price or competitor losses merely because plausible. Record date, author and necessary evidence. Allow later correction with change history and prior closing context preserved.
Check consistency before comparison
Example: one buyer postpones and another stops replying. Both may close, but neither warrants treating both as price losses. Check consistent sample classification by reviewers, visible unknowns and reopening that preserves commercial history.
Key takeaways
- Record what is known about a loss and retain uncertainty explicitly.