The degree to which the principal (wealth owner) is directly reachable for investment discussions versus requiring intermediaries, gatekeepers, or formal processes.

Accessibility patterns determine outreach strategy—some principals engage directly, others delegate completely to CIOs or advisors; misreading accessibility wastes time and damages relationships.

Expanded Definition

Accessibility varies by principal personality, FO maturity, time availability, and investment delegation philosophy. Patterns include: fully accessible (principal takes meetings directly), gatekeeper-filtered (Chief of Staff/PA controls access), advisor-mediated (external advisor or CIO screens first), or committee-only (principal never engages until IC presentation).

Accessibility often changes with context: principals may engage directly for large checks, strategic opportunities, or passion areas while delegating smaller allocations to teams. It also evolves over time—founding principals often start hands-on and gradually delegate as FO professionalizes.

Signals & Evidence

Accessibility pattern indicators:

Direct engagement: Principal speaks at conferences, takes LinkedIn messages, appears in investor meetings without staff
Gatekeeper-controlled: Chief of Staff or PA listed on communications; "route through [name]" language
Advisor-mediated: External RIA or consultant leads diligence; principal appears only at final decision
Committee-only: Formal IC structure; principal only attends committee meetings
Pattern changes: Recent CIO hire, organizational restructuring, next-gen involvement = accessibility shifts

Decision Framework

Access strategy: High accessibility = approach principal directly with warm intro; low accessibility = engage CIO or gatekeeper first
Routing respect: Attempting to bypass stated gatekeepers damages relationships; follow designated process
Timing windows: Principal accessibility varies by season (summer travel, year-end planning), life events (health, family transitions)

Common Misconceptions

"All principals want direct access" → Many prefer delegation to trusted teams; forcing direct access can backfire. "Gatekeepers are obstacles" → They protect principal time and filter for fit; strong gatekeeper relationships enable access when appropriate. "Accessibility is static" → It changes with FO maturity, principal age, next-gen involvement, and organizational structure.

Key Takeaways

Assess accessibility through OSINT (conference appearances, organization structure, stated routing process) before outreach
Respect stated gatekeepers and processes; relationship with Chief of Staff/CIO often determines if/when principal engages
Accessibility patterns shift over time (generational transitions, FO professionalization); monitor for changes indicating new access windows

Principal Accessibility