Log enough to make the signal reusable

Logging is for continuity, not documentation for its own sake.

Doer-sellers rotate off projects. Principals forget hallway conversations. Marketing cannot help if nobody recorded what was heard. Leadership cannot see patterns if intelligence stays in individual inboxes.

A useful BD note should take less than two minutes to create. If logging feels like clerical work, the system will be abandoned.

Every note should answer:

• Who was involved?
• What changed?
• Why does it matter?
• What is the next action?
• When should it happen?
• Who owns it?

That gives the doer-seller, BD, marketing, and leadership enough to pick the thread back up.

When enough of these notes accumulate, institutional memory forms. Pursuits become less surprising. Relationship paths become visible. The same signal supports weekly rhythm, pre-RFP tracking, event follow-up, and win/loss learning.

Logging closes the loop. Without it, Spot through Act only benefits the person who was in the room.

Over time, the firm builds on what doer-sellers already know and gets better at seeing opportunities before they go public.