Definition:
A gatekeeper is someone in the organization who has the responsibility of deciding who gets to talk to the boss, and who does not. Typically this person has the title of executive assistant, executive secretary, or administrative assistant and knows what’s going on in the company. They are very skillful at sorting out who is given access to the boss and who is not. Usually these people have a high level of trust with the boss and can make things happen if they wish. Gatekeepers can also be lower level managers who have been given the responsibility of gathering information for the decision maker. Traditionally, “getting past the gatekeeper” has been seen as a game, and manipulative tactics have been used to win the battle. Today, this is a mistake. Considering the gatekeeper’s importance and ability to influence outcomes, new approaches are recommended. After all, they will decide whether of not to grant you access to the boss.
Do’s and Don’ts
- Do use their name; ask for it if it’s not offered.
- Do respect them and their position; they may hold your future success in their hands.
- Do ask for their help. If they like you they can be very helpful.
- Don’t use deception. It may appear to offer positive short-term results, but the overall impact will be negative in a relationship sale.
- Don’t try to intimidate them into giving you access to the boss.
- Don’t treat them as if they are stupid – they’re not.
- Don’t try to get “past” them. Work
with
them instead.
The Question - “What is this in regards to?”
You must be ready for this question. It will be asked, and your answer will determine immediately just how successful you will be in getting an audience with the boss. The gatekeeper will be trying to determine whether or not you will waste the boss’ time. You might say something like:
“We’ve developed a new program that’s helping distributors like yourself reduce transportation expenses by an average of 17%. Is this something that he might be interested in talking to us about?”
(And you’d better be able to support whatever statement or claim you make.)
Self-Study Assignment:
How do you now answer the “What do you do?” question? If your response is weak or if it changes every time you get that question, take a few minutes and come up with a better response. Run it by your manager to see if it is acceptable.