Gatekeeper Identification
Determining who controls access to decision-makers, including executive assistants, chiefs of staff, investor relations personnel, or senior advisors.
Misidentifying gatekeepers wastes time pursuing wrong routes; building gatekeeper relationships enables access when appropriate rather than forcing unwanted contact.
Expanded Definition
Gatekeeper types include: executive assistants (calendar control, meeting screening), chiefs of staff (priority setting, principal workflow), investor relations (GP inquiry routing), senior advisors (investment thesis filtering), and family members (trust-based filtering for principals). Gatekeeper power varies: some have veto authority; others simply route but decision-makers overrule; some actively champion opportunities; others purely filter.
Gatekeeper identification requires: organizational chart research (LinkedIn, website), communication pattern observation (who responds to inquiries), introduction feedback ("please work with [name]"), and relationship mapping (who appears at key meetings or events with decision-makers).
Signals & Evidence
Gatekeeper identification indicators:
- Role titles: Executive Assistant, Chief of Staff, Director of IR, Senior Advisor, Family Office Manager
- Communication routing: "Please direct inquiries to [name]" language on website or in responses
- Calendar control: Name appears on meeting invitations, coordinates scheduling
- Meeting presence: Attends investor meetings without direct decision authority
- LinkedIn signals: Reports to decision-maker, described as "right hand" or "coordinates for [principal/CIO]"
Decision Framework
- Gatekeeper engagement: Build relationship; respect their role; provide value (quality opportunities, market insights)
- Access request timing: Request decision-maker access after demonstrating fit through gatekeeper vetting
- Bypass risks: Attempting to circumvent stated gatekeepers damages relationships and reduces access probability
Common Misconceptions
"Gatekeepers are obstacles" → They protect decision-maker time and filter for fit; strong gatekeeper relationships enable access when appropriate. "All assistants are gatekeepers" → Some have veto power; others simply schedule. Assess actual authority. "Gatekeepers have no influence" → Many actively champion opportunities they believe in; cultivate them as advocates.
Key Takeaways
- Gatekeeper identification prevents wasted effort pursuing wrong access routes and relationship damage from bypass attempts
- Build gatekeeper relationships by respecting their role, providing value, and demonstrating fit before requesting decision-maker access
- Gatekeeper types vary (assistant, chief of staff, IR, advisor)—assess actual authority and influence, not just title