Family Office Gatekeeper
A family office gatekeeper is a person who controls access to decision-makers and filters inbound opportunities.
Allocator relevance: Gatekeepers determine whether opportunities reach the real buyer, directly impacting conversion and timeline.
Expanded Definition
Gatekeepers can be chiefs of staff, executive assistants, executive directors, or operational leads. Their role is not “blocking” but managing time, relevance, and process. In many family offices, gatekeepers have strong context on preferences and can steer inbound toward the right channel—if approached correctly.
A mature outreach strategy treats gatekeepers as process owners and respects routing logic.
How It Works in Practice
Gatekeepers screen inbound, request materials, and route opportunities to CIOs, IC members, or the principal. They often set meeting rules, preferred formats, and follow-up expectations.
Decision Authority and Governance
Gatekeeper power comes from proximity and trust, not formal authority. Governance mapping should classify gatekeepers by routing influence and proximity to final decision authority.
Common Misconceptions
- Gatekeepers have no influence.
- Gatekeepers are always junior.
- Bypassing gatekeepers improves outcomes.
Key Takeaways
- Gatekeepers control the channel, not necessarily the capital.
- Respectful routing increases speed and response rate.
- Proximity and trust define influence.