Even when your team has earned their place “inside the tent” (see Strategic Influencers) – armed with invaluable advice delivered in the language of the business—they may still find their recommendations falling on deaf ears. Why?

Your first instinct might be to blame arrogance, hubris, or even poor judgment. But there’s a more nuanced and often overlooked reason: people instinctively put up barriers to advice they perceive as risky or misaligned. As John F. Kennedy once said (paraphrased), “Advisers move on after giving their advice; leaders live with the consequences of their decisions.” It’s no surprise that decision-makers are cautious.

So what does this mean for your team?

They must learn to navigate the complex web of strategic barriers that stand between them and successful influence. These aren’t simple roadblocks – they’re layered, interconnected defences shaped by individual personalities, experiences, and even the mood of the moment. One leader’s barriers may differ widely from another’s, and they can shift from hour to hour. A tough meeting, a stressful email, or a difficult phone call can trigger a surge in defensiveness just before your team walks in.

The best advisers know how to find a way through.

That’s why I developed the Pathfinder Model, a flexible, practical approach designed to help advisers land their message, no matter the situation. It’s adaptable, intuitive, and focused on one clear goal: delivering advice that cuts through the barriers.

You can explore the Pathfinder Model further by:

• Grabbing a copy of my book, Persuasive Advising: How to Turn Red Tape into Blue Ribbon
• Or emailing me at info@bryanwhitefield.com and let’s talk about how to equip your team to break through strategic barriers and deliver advice that truly lands.