ORIGIN Onboarding Tests
Act 04, Who we serve Section 07 of 07

You now know our practices, our models and our clients. This section joins them, so you can hear a need and know what ORIGIN would offer.

4Kinds of client
2Kinds of work: service work and transformation
2027 to 2028The cycle of our ambition for transformation
Hear the need
Part 1

What you hear, and what it points to

You met the models and the AUDIT in Act 03. Now listen for them in what a client says.

The client saysIt points to
"We need a website." "We need a brand strategy."Build: one defined piece of work
"We have an agency, but the work keeps drifting."Build & Guard: we write the strategy and guard it, which means we keep the work true to it
"We have no marketing team and do not want to build one."Build & Operate: we become the team
"We want our own team one day, starting strong."Build, Operate & Transfer
"We are not sure what the problem is."Start with an AUDIT
Service workThe first two, Build and Build & Guard. It is what we sell today.
TransformationThe next two, Build & Operate and Build, Operate & Transfer. It is our ambition for the 2027 to 2028 cycle.

Here transformation names a kind of work. In the first signal, "they are transforming" describes the client.

When a client says one of these things to you, bring it to your Team Lead. When someone who is not yet a client says it, tell the Growth Team the same day.

A client tells you: "Our agency is not delivering." What do you do?

Do not offer to replace the agency. Often the right answer is Build & Guard.

In practice

A client says "our agency is not delivering". Do not offer to replace the agency. Ask whether anyone is guarding the strategy. Often the right answer is Build & Guard.

Remember

Listen for the need first. The model follows from the answer, never the other way round.

Part 2

How each kind of client usually starts

The first project differs from one kind of client to the next, and so does the person who decides.

ClientThe usual first projectWho decides
Real estateA project launch, a company rebrand, or a lead engineThe chief executive, or the head of marketing or development
ICTA brand strategy or a websiteThe chief executive, or the head of technology or growth
Public sectorAn introduction from a consultancy, or a direct relationshipA director general or an undersecretary
ConsultanciesCarrying out a project they have wonA partner or an engagement manager

The Growth Team wants a first project with a government authority. How does that usually start?

And the person who decides is a director general or an undersecretary.

Remember

For each kind of client, know the usual first project and who decides.

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.

1A client says: "We are not sure what the problem is." Where do we start?

The answerWith an AUDIT.

2Which models are service work, and which are transformation?

The answerBuild and Build & Guard are service work, which is what we sell today. Build & Operate and Build, Operate & Transfer are transformation.

3A client tells you "our agency is not delivering". What do you ask, and who do you bring it to?

The answerWhether anyone is guarding the strategy. Then bring it to your Team Lead.

Answer all three and this section is yours.
ORIGIN

Listen first, then tell the right person.

Next: the Act 04 quiz, when you are ready.

📖Finished reading this section?Marking it puts it on your progress page, so you know what is left before the quiz.