Using the Metaphor of the Sailship Success within a Functional Analysis of a Fintech Company An Organisational Case Study in Bulgaria

Main Article Content

Vladislav Yordanov


The author describes the application of the transactional analysis model of Sailship Success (Hay, 2017) within a functional analysis case study in a Fintech company based in Bulgaria but with locations in several other countries. Details are given of the way in which the consultancy project was established, its objectives and the methods that were used. Although the design and results of a questionnaire are also described, the focus is on how the Sailship Success was introduced as a metaphor during interviews with managers, leading to identification of significantly different perspectives about whether the organisation was more like a peaceful ship or one going into battle. Other issues highlighted included there being no clear idea of the intended destination of the ship, a lack of awareness of potential threats such as competitors, and lack of any consciousness of being a part of a fleet of companies.

Article Details

How to Cite
Yordanov, V. (2020). Using the Metaphor of the Sailship Success within a Functional Analysis of a Fintech Company: An Organisational Case Study in Bulgaria. International Journal of Transactional Analysis Research & Practice, 11(2), 41–54.


Gimpel, H., Rau, D. & Roeglinger, M. (2017). Understanding FinTech start-ups – a taxonomy of consumer-oriented service offerings. Electronic Markets 28(4),245-264.

Hay, J. (1996). SS Success: Combining TA and NLP. INTAND Newsletter 4(1), 5-6.

Hay, J. (2004). Sailship Success: a metaphor for leaders. Training Journal, November, 54-57

Hay, J. (2012). Donkey Bridges for Developmental TA 2nd edition. Hertford: Sherwood Publishing.

Hay, J. (2017). Sailship Success – an update. IDTA Newsletter 12(4), 6-10.

Philippon, T. (2016). The Fintech Opportunity. NBER Working Paper No. 22476. Cambridge, MA: National Bureau Of Economic Research. Retrieved 7 December 2020 from

Schueffel, P. (2016). Taming the Beast: A Scientific Definition of Fintech. Journal of Innovation Management 4, 32-54. DOI. 10.2139/ssrn.3097312.

Worren, N. (2016). Functional analysis of organizational designs. International Journal of Organizational Analysis, 24(5), 774-791.

Yordanov, V. (2019). Методика за усъвършенстване на управленските процеси (на примера на финтех компания (Methodology for management processes improvement (based on a Fintech company case study)) unpublished PhD thesis. Sofia: University of National and World Economy, Management Department.