When Strategy Meets Reality: Why Even the Best Commercial Plans Fail- Stuart Kliman & Lisa Spadafora Thompson
In this special edition of the Vantage Voices podcast, Lisa Spadafora Thompson, founder of Sturbridge Growth Partners, interviews Stuart Kliman, co-founder of Vantage Partners on his experience guiding companies through complex commercial transformations.
During the podcast, Stu unpacks the reasons why even the most meticulously crafted strategies fail to deliver on their promises. “Given how misaligned executives often are on the strategy,” says Stu, “I’m amazed that anything ever gets implemented.”
That candid insight is the driving philosophy behind Vantage Partners’ work with clients. By combining strategy, organizational development, and capability-building, Vantage supports global clients across sectors — from biopharma to tech to financial services.
In their conversation, Lisa and Stu delve into the reasons why so many well-intended commercial strategies fail in execution. They explore the common pitfalls that often hinder organizations, such as:
· Misalignment across teams and leadership. “Too often, teams are simply not aligned around a common vision, and that’s where breakdowns happen.”
· Lack of adaptability in the face of market or internal changes. It’s critical to set the right expectations early, to communicate clearly, and to create an agile environment where teams can pivot when needed. Without that flexibility, you’re left with a rigid plan that doesn’t take into account the fast-paced, changing nature of today’s business world.”
· The failure to address cultural and organizational factors that impact execution. “It’s about creating an environment where teams are empowered to act and make decisions in alignment with the overall goals of the business. The organizations that are successful in executing their strategies are the ones where the leadership has created that alignment at every level.”
- Overcoming the gap between strategic design and real-world implementation. “It’s about building an organization that doesn’t just react to change but anticipates it. And when that happens — when there’s alignment at all levels — you can start to see those strategies really come to life in ways that drive tangible results.”
- Ensuring that the right execution capabilities are in place, no matter the strategy. This include leadership messages, explicit and implicit incentives, technology and skills — all of which needs to be purposefully built from the “mental models” the organization has deemed necessary to be in place to succeed.
The episode offers valuable insights into what organizations can do to prevent failure when executing their commercial strategies, from ensuring internal alignment to embracing flexibility and learning from challenges along the way.
About Stuart Kliman
Stuart Kliman is a co-founder of Vantage Partners, a consulting and training firm that helps organizations tackle complex business challenges through improved collaboration and strategic alignment. With decades of experience working across various industries, Stu brings deep expertise in facilitating business transformations, resolving conflicts, and driving organizational change. His leadership at Vantage is centered on helping companies develop strategies that are not only well-designed but also executable. Stu is particularly passionate about aligning people around a shared vision to ensure that business strategies are implemented effectively, driving long-term success and sustainable growth.
About Lisa Spadafora Thompson
Lisa Spadafora Thompson is a nationally recognized expert in pricing & profitable organic growth in business-to-business markets. As the founder of Sturbridge Growth Partners, Lisa works with organizations to solve their most critical commercial challenges by designing effective, practical pricing and commercial strategies that enable businesses to grow and succeed.
About Vantage Partners
Founded in 2002, Vantage Partners provides integrated Consulting and Training Services that help organizations innovate more rapidly, execute with greater discipline, and collaborate for sustained success. Vantage’s services focus on aligning teams, empowering individuals with the right skills, and creating business solutions that address the underlying causes of inefficiency and misalignment. Vantage Partners operates at the intersection of strategy, execution, and collaboration, often in complex, high-stakes environments. As he highlights, aligning people across an organization is the key to unlocking meaningful business outcomes.
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