This act comes second for a reason: before you learn a single service, you need the mindset that every role at ORIGIN works with. We are fearless, and this act shows you why we can be.
Our founder's letter asked four things of you: be obsessed, be fearless, be one team, own the outcome. This act trains the second.
What fear sounds like
Fear has a sound. It sounds like this.
"The client might go to a competitor, so let us say yes."
A discount offered before anyone asked.
Silence when a client breaks a payment schedule, the dates they agreed to pay on.
Every one of those moments costs ORIGIN money and respect. Each one starts as a feeling any team member can have, in a live conversation. That is why we train for it.
A proposal is ready to send. The client has not said a word about price. A colleague says: "Let us lower it before it goes, to be safe." What are you hearing?
Nobody asked. That moment would cost ORIGIN money and respect.
When a colleague says it, talk about the moment, not about each other: nobody has asked for a discount. A price needs someone's yes first, as Act 01 said.
Fear costs ORIGIN money and respect. Any of us can feel it, which is why we train for it.
The four things you know
Fearless does not mean loud, and it does not mean arrogant. It means you know four things so well that pressure does not move you.
A person who knows these four fights for the company. They hold a price, protect what was agreed, and tell a client the truth, because they know a client who is right for ORIGIN is better off with us than without us.
You do not hold all four on day one, and you are not alone while you learn them. The rest of this act gives you the four, and lets you practise. Ask your line manager anything, early and often: a question costs one message.
A client says: "We are talking to other companies." What do you answer?
Dropping the price is the fearful answer. Loud is not fearless either.
When a client says "we are talking to other companies", the fearful answer is to drop the price. The ORIGIN answer is "That is excellent, it means we are aligned", followed by the one question that matters: do the others join strategy, brand and technology under one roof?
Some will say yes: the largest global firms can supply all three. What is rare is all three in one team, as a later section shows.
We reset our clients' mindset for a living. Ours has to be set first, from day one.
Before you move on
Three questions before you move on. Type your answer, send it, then check it.
Your answers stay on this device.1What does fear sound like at work? Give one example.
The answer"The client might go to a competitor, so let us say yes." A discount offered before anyone asked. Silence when a client breaks a payment schedule. Any one.
2What are the four things a fearless person knows?
The answerThe gap, the field, what only ORIGIN does, and the proof.
3A client says "we are talking to other companies". What is the one question that matters?
The answerDo the others join strategy, brand and technology under one roof?
Know the four. Pressure will not move you.
Next: the market we work in.