The count
You count how many of your last ten clients your firm went out and got on purpose. For most boutique firms the honest answer is none, one or two, and the film is about that number.
[ THE ORIGINATION NUMBER · THE FILM ]
How many of your last ten clients did you go out and get?
Not referrals, not returning clients, not luck. Work your firm chose, pursued and won on purpose. For most boutique consultancies the honest answer is none, one or two, and that number is why the pipeline behaves like weather. This film explains the number, then hands you the process that moves it.
Watch on demandFor partner-led firmsA partner approves everything
Watch the film, then decide whether the sprint is relevant
What the film walks you through.
This is not a list of AI tools. It is an argument, built on a number you generate yourself, about why excellent firms have unpredictable pipelines, and about what the repeatable alternative looks like on paper.
Two kinds of revenue
Inherited revenue is work that happened to you, and it is the dividend on years of delivering well. Originated revenue is work you caused. Only one of the two can be scheduled.
Why it was never your fault
Originating work means reading a whole market continuously, which was a research function no boutique could staff. Growing on referrals was the correct strategy, until the labour that made it necessary disappeared.
The documents
You see what origination looks like on paper: a ranked market list with real buying triggers, and a written play that ends with a partner approving everything before it leaves the firm.
The method the film hands you outright.
Four parts, in an order that matters, because sending volume into a market you have not defined only produces more of the wrong conversations. The film gives the whole method away. The sprint exists for firms that want it running in a fortnight rather than in six months.
Market
Decide, by name, which two hundred companies out of the whole map deserve your attention, and write down why.
Timing
Watch those companies for the trigger that makes one of them approachable this quarter.
Play
Write down what gets researched, drafted and scored, and who approves it before it leaves.
Hour
One hour a week that does not move, run by your team, with you as the judgement rather than the engine.
20+
years building consultancy BD
5×
monthly first conversations
£170K+
new revenue in 60 days
Different firms and different offers produced those results, and the film promises you none of their numbers, because nobody honest guarantees revenue. What they share is the shape: winning work moved from a talent into a process, and the process kept running.
Peter O’Donoghue
AI BD operator / Cardiff, UK
Business development first. AI second.
Peter has spent more than twenty years building business development functions inside expert-led firms, and he went on to build an AI product, so he knows precisely where the technology helps and where it will embarrass you in front of a buyer. The value in the film is not the software. It is the judgement that decides which companies matter, why they matter now, and what a partner could credibly say to them.
The sprint installs that judgement as a process the firm owns, so that winning work stops depending on one person and their diary.
See the three steps on the homepageReady to move your own number?
The process in the film is installed in a two-week sprint, for a fixed £7,500, and Peter runs every sprint himself. Before anything is booked you have one twenty-minute call, and if he does not believe your market can justify the fee, he will tell you on that call rather than take the work.
Reserve your sprintThe form emails Peter directly / he usually replies by text