Not bovvered

I’ve noticed something

When teams struggle to engage senior stakeholders they often assume it’s a confidence issue

Usually it isn’t

It’s a relevance issue

Senior leaders are rarely focused on features or operational detail or incremental efficiency gains

They’re thinking about something else

- Direction
- Risk
- Opportunity
- Outcome

But many sales conversations still sit lower down

- Cost saving
- Process improvement
- Technical capability

Useful topics

Just not always senior-level ones

So a mismatch appears

We’re talking at one level while they’re thinking at another

And when that happens, access becomes difficult

Not because senior people are avoiding the conversation but because the conversation doesn’t yet feel strategic enough to them to joi

"Not bovvered"

That’s why elevating the discussion matters

(Elevate! Ohhh I'm a robot!)

This isn't about sprinkling in buzzwords as that will probably have the opposite effect

But by connecting what you do to what matters higher up the organisation

Structure helps with that. One the VALUE Framework brings 

🔸 Validate = right opportunities

Focus where strategic impact exists, not just operational need

🔸 Align = right research

Understand what senior stakeholders are measured on before engaging them

🔸 Leverage = right conversations

Explore consequence, direction, and competitive impact, not just efficiency

🔸 Underpin = right solutions

Position capability in the context of business outcomes

🔸 Evolve = right outcomes

Keep attention on long-term impact, not just immediate delivery

When the conversation becomes more relevant to them senior engagement tends to feel a lot more natural

How are you aligning those conversations?