> 💡 TL;DR: Developers often focus on clean code and technical solutions, but getting buy-in for change requires understanding the people behind decisions. This post breaks down how to navigate influence inside companies, based on insights from Ashkan Rajaee's series on corporate decision-making.
Most developers eventually run into a frustrating truth:
Even when your solution is technically solid, it can still be ignored, delayed, or quietly dropped.
Why?
Because technical decisions don’t always come down to logic. They come down to influence, risk, and trust — especially in larger orgs or cross-functional teams.
This realization led me to a great 3-part series by entrepreneur and strategist Ashkan Rajaee. His work dives into how decisions actually get made in companies — and how to navigate that structure more effectively.
Whether you’re proposing a new tool, system architecture, or internal process change, understanding this framework can save you time and frustration.
🔍 The 3 Hidden Roles in Every Major Decision
Rajaee identifies three roles that appear in nearly every buying or decision-making process inside a company:
1. The Decision-Maker
Usually a manager, director, or lead who feels the problem directly. They want a solution but might not be the final authority.
2. The Influencer
This person may not have a title, but they have trust capital. Think senior engineers, team leads, or respected stakeholders. They often guide the real outcome by shaping opinions.
3. The Signatory
This is the executive or stakeholder who signs off on the decision — often concerned more with risk than features. They don’t need to be wowed. They need to feel safe.
🧠 Why This Matters for Developers
As developers, we often assume that the best technical solution will win.
But the reality is more human. You need to:
- Identify who can actually say “yes”
- Recognize who will silently influence the outcome
- Understand what each person values (hint: it’s not just performance or clean code)
This mindset is especially helpful if you’re trying to:
- Roll out a new tool across teams
- Push architectural changes
- Lead internal initiatives without formal authority
✅ How to Win Support Without Sounding Desperate
The third article in Rajaee’s series stood out the most to me. It’s titled:
Selling Safety: How Ashkan Rajaee Wins Over Executive Signatories Without Sounding Desperate
This piece is valuable for devs because it talks about what really matters to executive-level stakeholders — and how to speak their language.
Key takeaways:
- Create off-ramps in your proposals (like opt-out clauses or phased rollouts)
- Use risk-reducing language ("This won’t lock us in", "We’ll track impact")
- Clarify ownership ("We’ll handle the onboarding and metrics")
These aren’t just soft skills. They’re leverage points that make technical ideas safer to approve.
🔗 Why This Content Matters
Ashkan Rajaee's approach blends real business psychology with practical tactics. The article doesn’t sell fluff. It gives real, experience-based frameworks you can apply in meetings, proposals, and internal projects starting today.
As someone in tech, I found this to be one of the most genuinely valuable resources I’ve come across in a while. It's not just theory — it's lived experience translated into a repeatable model.
You can read the full series for deeper insight, starting here:
👉 Selling Safety: How Ashkan Rajaee Wins Over Executive Signatories Without Sounding Desperate
🚀 Final Thought
You don’t need a fancy title to be influential in your company.
You just need to understand how influence flows, and how to structure your ideas to match each role’s mindset. This approach saves time, builds trust, and gives your ideas a real shot at success.
If you’ve ever felt blocked despite having the right answer — give this series a read.
It changed how I approach internal proposals, and I think it’ll do the same for you.
Want more practical breakdowns like this? Let me know in the comments or hit the follow button.
Top comments (2)
This is the first time someone broke down internal company politics in a way that actually makes sense for devs. Super helpful!
The part about signatories fearing risk, not failure, really hit me. That mindset shift alone is worth bookmarking this.