Closed-lost reason categorization with competitor capture

Outcome. Every logged loss reason rolls up into a small set of reporting categories automatically, and a competitive loss triggers a dedicated capture step, so leadership gets a clean loss-category trend instead of reading through a long list of granular reasons every quarter.

Workflow map Enrollment, branches and actions at a glance deal-hygiene-012

flowchart TD
    A[Deal Closed Lost, reason known, category unknown] --> B{Reason?}
    B -->|Competitor| C[Set category = Competitive]
    C --> D[Add to Competitive Losses list]
    D --> E[Create task: confirm competitor name]
    B -->|Price / No budget| F[Set category = Commercial]
    B -->|Timing / No response| G[Set category = Process]
    B -->|Feature gap| H[Set category = Product]
    B -->|Other| I[Set category = Other]

When to use it, when not to

• UseUse it once Closed Lost Reason is actually being captured on most Closed Lost deals, this fiche categorizes and routes data, it does not chase reps to fill in the field (see deal-hygiene-004 for that).
• UseUse it when leadership specifically wants a top-level split (commercial, competitive, process, product) rather than the full list of granular reasons.
• SkipDo not build this before deal-hygiene-004 or an equivalent reason-capture process exists, the categorization has nothing to categorize without a populated source field.
• SkipDo not merge this workflow's logic into deal-hygiene-004, keep reason capture and reason categorization as separate workflows so either can be edited without breaking the other.