ORIGIN Onboarding Tests

Act 05, How we sell Section 01 of 13

If you design, write, build or manage projects, you may wonder why you are reading an act about selling. This section is the answer.

EveryoneAt ORIGIN sells ORIGIN

YouDecide whether the client stays in the room

OwnersA price, a date and new work have them

See your part

Part 1

Everyone sells ORIGIN

Everyone at ORIGIN sells ORIGIN. We are one team and one unit. We do not operate in silos. Every one of us needs to understand the company, what we stand for, what makes us different, and how we sell it.

What selling means when you are not on the Growth Team

You are ORIGINIn every client conversation. A designer on a review call and a developer answering a client's question both shape whether that client stays and grows.

You can explain usIf a client's colleague asks "who are you?", you answer with confidence, in the words the Growth Team would use: "ORIGIN is a global brand transformation house. We join strategy, brand and technology under one roof."

You noticePeople who deliver the work hear the client's next need before anyone else. You pass it to your Team Lead the same day.

You protect the promiseKnowing how a deal was sold tells you what the client expects, and what we never agreed to.

If you hear of an opportunity, tell the Growth Team the same day. You do not pitch: you make the introduction (Act 01). When in doubt, ask your line manager.

At a client workshop someone asks you what else ORIGIN does. What do you answer?

"I only do the design" is the silo answer.

In practice

A silo answer is "I only do the design". The ORIGIN answer names our three practices, Strategy, Brand and Technology, in one sentence, then offers to connect them with the right colleague.

Remember

The Growth Team opens the door. Every one of us decides whether the client stays in the room.

Part 2

What has an owner

Selling ORIGIN does not mean that you

Quote a price

Promise a date outside the plan

Agree to new work on a call

Those have owners. You will meet them in this act. A price is never yours to give.

What the Growth Team owns

Representing ORIGIN, and positioning it correctly.

Finding leads, and checking honestly whether each one is right for ORIGIN.

Understanding the client's real problem before anything is proposed.

Closing the deal.

Passing a won client to the OS Team with nothing lost. We call that the handover.

Sections 02 and 03 give everyone the words to describe ORIGIN. From Section 04 on, this act follows the Growth Team's work, from checking a lead to the handover, and "you" is the person running the deal.

Yours to do, or yours to understand

On the Growth Team, that work is yours to do.

Wherever else you sit, it is yours to understand, so that you can protect the promise. If the Growth Team asks for your expertise on a proposal, treat it as client work.

We are a team of high performers, and you are expected to achieve from your first month.

On a review call, the client asks you to add a new piece of work and to give a rough price. What do you do?

A price is never yours to give.

Remember

A price, a date outside the plan, new work on a call: those have owners.

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.

1You hear a client's next need. What do you do, and by when?

The answerPass it to your Team Lead the same day.

2A client's colleague asks "who are you?". What do you say?

The answer"ORIGIN is a global brand transformation house. We join strategy, brand and technology under one roof."

3From Section 04 on, who is "you"?

The answerThe person running the deal. Yours to do on the Growth Team, yours to understand wherever else you sit.

Answer all three and this section is yours.

Every one of us sells ORIGIN.

That is one team. Next: the pitch.

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