Build and Build & Guard cover service work, which is what ORIGIN sells today. This model is for clients who do not want to build a marketing function at all: ORIGIN becomes that function for them.
We build it, then we run it
In Build & Operate we build the client's complete growth infrastructure, then we run it for them, with no end date. ORIGIN forms a dedicated team for that client and manages it. To the client, we are their growth team, working from outside their walls.
Right when
The client has no marketing or growth capability and does not want to build one.
The client's leaders want to stay focused on their core business.
They have tried to hire for it before, more than once, and it did not last.
It sounds like
Enterprise level means the level of a large company.
A real estate developer has no marketing team, has tried more than once to hire one, and wants to stay focused on building. Which model fits?
There is no team to hand over to, and no team or agency to guard.
We build it, then we run it, with no end date. To the client, we are their growth team.
A long relationship
This is a long relationship, a year at the very least, so everything in the sections before this one applies at once: the House, the governance, the lead engine. The client is buying outcomes month after month. Reporting matters as much as the work, because results are the only reason they stay.
Listen for it
During a website project, the client mentions over coffee that another marketing manager has just left. What do you do with that?
Growing an existing client is your Team Lead's work. Yours is to hear it, and to say so.
A client on a website project tells your Team Lead they cannot find a marketing manager. That sentence is not small talk. It is the first sign that Build & Operate may one day fit them.
Small talk is light chat that means little. This is what Section 06 described: growing with the clients we already serve. If you are the one who hears a sentence like that, tell your Team Lead: growing an existing client is their work.
In Build & Operate we do not hand over. We become the team.
Before you move on
Three questions before you move on. Type your answer, send it, then check it.
Your answers stay on this device.1In Build & Operate, what are we to the client?
The answerTheir growth team, working from outside their walls.
2Name one sign that Build & Operate is the right model.
The answerAny one of three: no marketing capability and no wish to build one, leaders focused on their core business, or hires that did not last.
3Why does reporting matter as much as the work?
The answerBecause results are the only reason the client stays.
We become the team.
Next: Build, Operate & Transfer, our signature.