Code Win/Loss Notes Into a Pattern You Can Act On

You need a light but usable codebook for ten recent deals. Build one that can reveal a repeated cause instead of preserving every comment as free text. Code for comparability first, interpretation second. The common trap is keeping everything as narrative because nuance feels safer than simplification. But unstructured nuance makes trends invisible. The stronger move is a short codebook with one primary reason, which creates enough consistency to compare deals without pretending every decision was identical. Step 1 Define the minimum fields: segment, alternative, stage, primary reason, and one supporting quote. These fields make cross-deal comparison possible without creating…

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