Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers

DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM).
Traditionally a secretary, administrative assistant or switchboard operator blocked entry. Now there are electronic nemeses as well: voice mailboxes and blind e-mail addresses. Yet gatekeepers can be your adversaries or allies, depending on your approach. Your challenge: to be regarded as important enough to be allowed into their inner sanctum.
Here are my rules of thumb for “Passing Gate” and receiving consideration by decision makers:
DO's
1. Turn GateKeepers into allies: treat them w View the rest of this article