When do you use it?
Fill a row within a week of award or decline, while the pack and the timesheet are still in reach. Use a debrief when you can get one; use the debrief request letter to ask. Do not wait for a quarterly wash-up. By then the firm has already invented a reason.
The template is a decision record, not a post-mortem theatre. It does not replace cost per win. Cost tells you what the period cost. This page tells you which process step you will change, and who will check that the change held.
What goes in each field?
- Observation. A sentence a stranger could verify. Scores, a missed mandatory, hours spent, a clause that survived to submission. Not “the buyer wanted the incumbent.”
- Source. Debrief notes, evaluation scores you were given, the lodgement receipt, the timesheet, the pack clause. If there is no source, the row is not ready.
- Fact or inference. Fact is what the document or the debrief said. Inference is the explanation you are adding. Keep both; do not collapse them.
- Process stage. Qualification, reading, writing, pricing, review, lodgement, or delivery handover. The stage names the next owner.
- Proposed correction. One change to a rule, a checklist, a roster, or a gate question. Not “try harder.”
- Owner. A named person who can make the correction without a further meeting.
- Due date. When the correction is in force, not when someone will think about it.
- Follow-up. The date and test that shows whether the action helped. Empty follow-up means the lesson was a speech.