Drop-off · The reasons · Element
The internal reason
What the organisation recorded.
The part
What it is
Held alongside the buyer’s answer, because the divergence between them is the finding.
Systematic divergence in one direction says something about how the organisation explains its losses to itself.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
The other elements in the reasons
The stated reason
What the buyer says.
LearnThe pattern
What recurs across departures at this stage.
Learn