our tailormade division
If the approaches in the Go-to-Market Academy do not cover all your needs, our expert at Flying Penguin Private, will work closely together with you to co-create commercial capability systems tailored to the realities of your business.
Markets evolve. Stakeholders shift. Expectations rise.
So capability development cannot be generic. They must be built around your strategy, your people, and your commercial model.
Tailormade does not always mean we should start from scratch. Based on countless projects we worked on during the past two decades, we have defined and refined a structured approach to make tailormade easy & efficient.
Together with your leadership and key stakeholders, we design programs that connect capability, execution, and management.
Not as isolated interventions, but as a continuous system; before, during, and after implementation.
So what is built, performs.
Our approach
We co-design the system. The Performance Architecture makes it perform.
1. ALIGN
Leadership alignment
Strategic priorities
Success definition
Commercial focus
2. DIAGNOSE
Capability & Execution mapping
Current vs required capability
Funnel & performance gaps
Role-specific needs
3. DESIGN
Tailored capability system
Programs (Academy/Private blend)
Performance Architecture linkage
Funnel-specific activation
4. ACTIVATE
Embed in daily execution
Management Activation (Performance Decks)
PracticeLab & deep dives
On-the-job application
5. SUSTAIN
Measure, adapt, reinforce
KPI tracking
Commercial reviews
Continuous improvement
tailor made examples per industry
Examples Pharma
Sartorius is one of the leading and most innovative biopharma companies in the world. To maintain their leading position Sartorius invests heavily in their sales development and customer experience.
Strategic partnership
2025 - onwards
Building on the successes of the Sales Enablement program, we co-created an extensive modern war-gaming program for top-level sales professionals at Sartorius BPS. This programs challenges Sartorius’ Global Key Account Managers to further develop their customer relationships to become strategic partners for their customers.
Sales Enablement
2019 - 2025
Together with MTI we created the award winning Sales Enablement program where we brought together Sartorians from all over the world. We challenged them to come up with innovative solutions to actual and future commercial challenges. This program won the silver owl at the prestigious BDVT 2022 awards in Berlin and first prize at the ABP Awards the following year in London.
excellence in Customer Service
2019 - 2024
To boost Sartorius’ return on the Sales Enablement program, we worked together with Sartorius to create a similar program for the Customer Service departments as well as their Service organization. The diversity & complexity of these departments invited us to run programs on different levels; from fundamentals for new hires to advanced programs for the more experienced agents. We also added a Leadership Program to ensure understanding, support and continuous improvement.
examples automotive
Automotive Aftermarket Division
Image is key when you are the world’s largest automotive partner and provider. For the past 10+ years we have been working closely together with this German giant to maintain their commercial prowess in the market. Our programs constantly challenge their professionals to improve and innovate.
sales development program
2024 - onwards
This program is part of Bosch’ go-to-market academy approach and is focused on sales professionals early in their careers. The program has multiple parts, challening participants to reflect on their capability level and actively pursue ways to improve or cope. This is not a traditional sales training program but rather a change management training, opening sales to take a wider view at business and customer development.
Sales excellence
2016 - onwards
Under the umbrella of Sales Excellence we are running programs on Price Management, Customer Focus, Train-the-Trainer, Workshop Concepts, Digital Ecosystems, The Future of Mobility and many more.
examples logistics
Cargo-partner is a full-range info-logistics provider offering a comprehensive portfolio of air, sea, land transport and warehousing services, with special expertise in information technology and supply chain optimization.
Excellent Customer Service
Together with Faculty of Skills we provide Gefco with a global initiative for their customer service departments. Our program is geared towards uniformity of approach, customer focus and entrepreneurial thinking.
Selling innovative Value
Margins had to be improved. We needed to make the transition from giving discounts to selling value. We did.
Initial focus started with sales, but as is often the case going on ride-a-longs and interviewing staff and customers proved only part of the puzzle. The solution was to be found in internal communication. Teaching empathy, making contact connecting, dealing with objections and resistance positively, whilst expressing yourself clearly, assertively and politely / respectfully. The result was that communication was greatly improved, ultimately leading to improved margins.
Connect selling
Specifically focused on deepening the level of contact with customers. The entire sales process is covered from initiating first contact to closing the deal. The difference: Starting at the back: What is the desired customer experience? What is needed from us in order to meet that desire? Blended learning approach, global workshops, online practice, all elements of the Fit to Fly™ method were applied.