Decision Chain
Decision chain is the sequence of people and steps required for a family office to move from initial interest to approval.
Definition
Definition A decision chain is the practical path an opportunity must follow before capital can be committed. It includes who screens inbound opportunities, who performs diligence, who recommends, who approves, and what documentation is required at each stage. Context Family office decision chains are rarely standardized. Some are principal-led and fast; others resemble institutional processes with committee-style diligence. Many include informal veto points: trusted advisors, chiefs of staff, or counsel. The chain can also change based on ticket size, liquidity profile, or reputational exposure. Why It Matters Fundraising outcomes depend on correctly navigating the chain. When managers misread the process—pitching the wrong person, skipping a gatekeeper, or ignoring counsel requirements—deals stall or die. Key Takeaways Decision chains vary widely across family offices Informal veto points can be decisive Size, illiquidity, and reputation affect the chain Correct routing improves speed and close probability