Clients and Experiences

Clients value us for our ability to develop tailored interventions with sustainable impact.

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Where We Work

We have implemented projects in:

Industries

Oil & Gas

For over 15 years, we have supported leading companies in the industry, including both major operators and providers of strategic services and inputs. This experience has given us a comprehensive view of the critical challenges faced by technical, operational, commercial, and management teams across the entire value chain—from upstream and midstream to downstream and corporate areas.

We offer the closeness that helps earn the trust of individuals managing highly specific processes; the comprehensive perspective that allows us to provide innovative and pragmatic solutions; and the authority to intervene as an impartial and professional third party, facilitating quality conversations in high-pressure and operationally complex scenarios.

Technology companies are generally characterized by their technical expertise, but not by their commercial drive. They tend to believe that “the quality of delivery is the best way to sell.” After all, they sell knowledge, and for that, implementation expertise is key. However, this often leads to problems with Account Planning, a lack of commercial proactivity, and an inward focus on their own value proposition. There is often a lack of understanding of the client’s business, which prevents them from demonstrating the impact of their solutions on the business objectives of each account. We work with the leading technology companies in the region, designing processes and methodologies to go beyond sales driven by delivery.

Furthermore, we support startups and unicorns in the sector that, in contexts of rapid growth, face the challenge of consolidating a leadership culture that allows them to scale their business without losing alignment, focus, or execution capacity.

An industry with a unique characteristic: the client or user (patient) is not the one who chooses the product; rather, it is the prescribing physician, but in turn, the one who pays is another actor, the financier. This creates a tangle of interests and priorities that often hinder access to the best solution for each patient.

To this natural or intrinsic complexity, we must add the fragmentation of healthcare systems in each country, generating parallel subsystems, each with its own rules, information flows, incentives, and approval mechanisms.

If pharmaceutical companies replicate or mirror this external fragmentation with rigid structures and siloed work cultures, it is almost impossible for a high-cost molecule to reach patients in a timely and appropriate manner.

As consultants, we help our clients build agile and collaborative cultures, focused on ensuring that strategic priorities guide daily execution. We have a solid track record supporting executive teams, Access, Sales, Medical, and Marketing, in Latin America and the Caribbean.

When consumption declines, retailers tend to seek to recover profitability at the expense of their suppliers, generating transactional, short-term, and unsustainable commercial relationships. Chains demand discounts based on cross-channel problems and margin loss, and brands complain that their client does not execute commercial dynamics as agreed. In the middle, value and private label brands of the retailer begin to gain ground, creating a kind of “perfect storm” for mass consumer goods companies.

We have extensive experience supporting commercial teams in defining and executing strategies that enable win-win scenarios, where value is built through joint and collaborative planning (JBPs). To make this possible, we develop training programs so that a mass consumer goods KAM stops being an operational firefighter and starts being a business consultant who challenges the retailer with concrete value propositions tailored to each client. The vicious cycle of discounts and credit notes is broken when there are two companies with a consensual plan and a Category Management strategy to establish priorities.

For over 20 years, we have supported Multilateral Development Organizations with various needs for dialogue facilitation, strategic consulting, and training.

The articulation of diverse actors in alignment, coordination, and decision-making processes becomes more agile and effective when supported by structured and planned conversation dynamics. Based on this premise, and leveraging our ability to facilitate in English and Spanish in multicultural environments, we have been engaged as partners by various work teams, from sectoral divisions to country offices and corporate units.

After supporting a large number and variety of projects in more than 15 countries, we now have consultants on our team who are suitable and familiar with the culture and work dynamics of this type of organization.

We support leading companies in the sector, in a context where technologies tend to become commoditized, and the difference is made by those who challenge their clients to see business problems and opportunities they are not currently seeing.

Commercial teams increasingly require not only solid agronomic technical expertise but also the ability to help producers make better business decisions that integrate issues of sustainability, digital transformation of production, financial advice, assistance to streamline buying and selling processes, etc.

Both the hyper-technical sales representative (almost a Market Development specialist) and the relational advisor focused on solving operational problems are obsolete. Hybrid or ambidextrous profiles are needed that can integrate both demand generation from a technical perspective and business aspects linked to a deep understanding of market conditions and the business model of the producer or distributor.

As consultants, we support this evolution of teams, so that the commercial engagement model becomes the main competitive differentiator.

For over 15 years, we have supported leading companies in the industry, including both major operators and providers of strategic services and inputs. This experience has given us a comprehensive view of the critical challenges faced by technical, operational, commercial, and management teams across the entire value chain—from upstream and midstream to downstream and corporate areas.

We offer the closeness that helps earn the trust of individuals managing highly specific processes; the comprehensive perspective that allows us to provide innovative and pragmatic solutions; and the authority to intervene as an impartial and professional third party, facilitating quality conversations in high-pressure and operationally complex scenarios.

Technology companies often differentiate themselves through teams with great technical expertise, but not by their commercial drive. The belief persists that “the quality of delivery is the best way to sell.” This often leads to problems with account planning, a lack of commercial proactivity, and an inward focus on their own value proposition. There is often a lack of understanding of the client’s business to demonstrate the impact of their solutions on their objectives.

We work with the leading tech companies in the region, designing processes and methodologies to go beyond sales driven by delivery. Furthermore, we support startups and unicorns that, in contexts of rapid growth, face the challenge of consolidating a leadership culture that allows them to scale their business without losing alignment, focus, and execution capacity.

The pharmaceutical industry operates in a particularly complex ecosystem, where the treatment user is neither the prescriber nor the financier. Added to this multiplicity of actors and interests is the fragmentation of healthcare systems in each country, with different rules and access mechanisms. When companies replicate this fragmentation through rigid structures and siloed work, the necessary articulation to ensure therapeutic solutions reach patients in a timely and effective manner becomes difficult.

As consultants, we contribute to building agile and collaborative cultures, focused on ensuring that strategic priorities guide daily execution. We have a solid track record supporting executive teams, Access, Sales, Medical, and Marketing, in Latin America and the Caribbean.

When consumption slows down, transactional dynamics often emerge between retailers and suppliers that erode long-term value. Chains demand discounts based on cross-channel problems and margin loss, and brands complain that their client does not execute the agreed commercial dynamics. In the middle, value and private label brands of the retailer begin to gain ground, creating a kind of “perfect storm.”

We have extensive experience supporting commercial teams in defining and executing strategies that enable win-win scenarios. We develop training programs so that a KAM becomes a business consultant who challenges the retailer with concrete and tailored value propositions. The vicious cycle of discounts and credit notes is broken when there are two companies with joint planning and a category management strategy to establish priorities.

For over 20 years, we have supported Multilateral Development Organizations with various needs for dialogue facilitation, strategic consulting, and training.

The processes of alignment and coordination of diverse actors, and the corresponding decision-making, become more agile and effective when supported by structured and planned conversation dynamics. Based on this premise, and leveraging our ability to facilitate in English and Spanish in multicultural environments, we have been engaged as partners by various organizations, supporting work teams in more than 15 countries, from sectoral divisions to country offices and corporate units.

We work with leading companies in the agricultural sector, in a context where technologies tend to become commoditized, and the difference is made by those who challenge their clients to see business problems and opportunities they are not currently seeing. Commercial teams increasingly require not only technical solidity but also the ability to help producers make better business decisions, integrating issues of sustainability, digital transformation, financial advice, and operational efficiency.

As consultants, we support the evolution of teams towards profiles that can integrate both demand generation from a technical perspective and a deep understanding of market conditions and the business model of the producer or distributor.

Testimonials

What our
clients say

“We turned to Ingouville with the need to redesign our Leaders Program (…) The working experience was excellent. (…) The result was a program that enabled new leaders to develop essential skills for leading teams, strengthen communication, and enhance delegation, leaving a profound impact on each of them. (…) We highly recommend them as strategic partners for leadership development initiatives.”

Florencia Zibritovsky and Bárbara Maurer

Training & Development

Techint

We collaborated with Ingouville amidst the pandemic and during a complete cultural transformation of our commercial team. We designed and implemented a program for the entire sales team, aimed at raising their awareness and training them regarding the impending paradigm shift. Today, 85% of our commercial transactions are conducted entirely digitally, and the salesperson adds value in a different capacity, acting as a point-of-sale consultant.

Matías de Juana

People and Management Director

Cervecería y Maltería Quilmes

“From the Health Care Affairs & Market Access area at Boehringer Ingelheim, we worked with Ingouville in the midst of an organisational change process, both in terms of structure and strategy (…) The consultancy quickly understood our needs, speaking the language of the industry and challenging us with an innovative proposal (…)”

Juan Ferrer

Market Access Value Proposition Lead

Boehringer Ingelheim

“We worked with Ingouville on a training programme for internal trainers (…) The programme achieved excellent results in terms of effectiveness and participant satisfaction. Its key highlights were: the quality of facilitation by Ingouville’s consultants, the professionalism in coordination and implementation from start to finish, and the user-centred approach, encouraging feedback.”

Macarena Carregal Dos Santos

Delivery & Experience KM-IT Supervisor

Mercado Libre

“We worked with Ingouville to design a commercial negotiation methodology with the aim of positioning ourselves as strategic partners for our clients. (…) I would highlight the consultancy’s rapid understanding of business issues, the complexity of each channel, and their ability to establish a lasting methodology within the team. Highly recommended.”

Ernesto Bavio Nogues

Commercial Manager

Softys Chile

“Ingouville has been a strategic partner in the evolution of our commercial team in the CARICAM region, seamlessly connecting business strategy priorities and changes with commercial execution (…) They achieved a high level of understanding of our challenges, providing us with very valuable insights related to our business moment (…)”

Claudia Sanchez

Selling Excellence Manager

GSK

From Bayer’s Vegetable business, we were looking for a consultancy to help us implement certain training opportunities we were identifying in the commercial team (…) and we found Ingouville. Beyond fulfilling the request to deliver training, they sought ways to create a program that aligned with the team’s needs in a practical and dynamic format, conducting co-creation sessions with key business stakeholders to offer something that matched the challenges we faced and captured the best practices already being implemented in the region

Ignacio Irazabal

Head of Customer Marketing

Bayer

“We turned to Ingouville in the midst of a profound transformation of the business and the commercial strategy, which involved, among other things, a change in the team in every sense (…) After the brief and the first meetings, Tomás Donovan and his team were not only quick to understand our needs, but in some respects they shaped and added value to our own definitions of what we wanted(…)”

Mariano Wagner

Commercial Director

Luigi Bosca

“After many years of conducting internal training programs, we decided to turn to Ingouville to help us deliver consultative selling workshops. The first detail that caught my attention was the effort and dedication put into creating a tailored workshop. Based on multiple interviews, they managed to structure a training program using Accenture’s own language, which naturally resulted in very high engagement from the audience (…)”

Agustin Casal

Commercial Director Technology Chile

Accenture

“Together with the consultancy, we carried out a diagnostic assessment and set up design workshops with branch representatives, and then moved on to the rollout of the proposal. What we highlight is that co-creation journey with the partner, the speed of response, and the management of the training design. The latter includes clearly defined work stages in terms of timelines, deliverables, and solutions, where the customisation of deliverables could be seen, NX style (…)”

Luciana Guevara

Learning SR. Analyst

NaranjaX