ORIGIN Onboarding Tests

Act 03, What we do Section 14 of 14

ORIGIN answers for outcomes, which means we are responsible for them. You need to know which numbers count as an outcome, so you can tell real progress from activity.

3Tests, one for each phase

3Terms in every report

4Things we track on ourselves

See what counts

Part 1

Outcomes, not activity

We do not measure activity: posts published, pages designed, meetings held. We measure what changed for the client's business.

Report the second kind

Activity: "We published forty posts this month."

An outcome: "Enquiries from the website rose, and sales confirmed half of them as real opportunities."

Each phase of the House has its own test.

PhaseWe have succeeded whenWhat we watch

AUDITThe client's leaders agree on the roadmap and fund the next phaseAlignment of the leaders, clarity of the gaps, time to an approved roadmap

FIXThe foundations are delivered on time and the client's team uses themDelivery against plan, satisfaction, and whether the new systems are really being used

GROWThe business growsLeads, pipeline, revenue from marketing, cost per lead, satisfaction of the client's customers

How we use two terms here. Alignment means the leaders agree with each other. Cost per lead is the spending it takes to bring in one lead.

The AUDIT phase of an engagement has ended. How do we know it succeeded?

Each phase of the House has its own test. This one is AUDIT's.

Remember

We measure what changed for the client's business, not activity.

Part 2

Report words, and your own task

MQLMarketing qualified lead: a lead that fits the target and has shown real interest.

SQLSales qualified lead: a lead that the sales team has confirmed as a real opportunity.

Pipeline valueWhat all the leads and deals now being worked would be worth if they were won.

We measure ourselves too

On every engagement, ORIGIN tracks four things about its own work

The client's satisfaction.

Delivery on time.

Delivery on budget.

The feedback rounds a deliverable needed.

A feedback round is one cycle of comments and changes. Act 06 shows you how the client's satisfaction is reviewed with them every month.

And your own task

Partway through a task, you realise you cannot say how it connects to the client's growth. What do you do?

Your Team Lead directs your work for a client.

Act 01 gave you the test for owning the outcome: can you say how this task connects to the client's growth? On client work, the person to ask is your Team Lead, who directs your work for a client.

Remember

If you cannot say how your task connects to the client's growth, stop and ask.

Your part

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 is the difference between activity and an outcome?

The answerActivity is posts published, pages designed, meetings held. An outcome is what changed for the client's business.

2When has FIX succeeded?

The answerWhen the foundations are delivered on time and the client's team uses them.

3What is the difference between an MQL and an SQL?

The answerAn MQL fits the target and has shown real interest. An SQL has been confirmed by the sales team as a real opportunity.

Answer all three and this section is yours.

You know what we do.

And how we know it worked: that is owning the outcome. Next: the Act 03 quiz, when you are ready.

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