on Career Survival - IEEE-USA

Converting Gatekeepers into Greeters
By Debra Feldman
Correct technique and good manners can turn interactions with corporate gatekeepers from frustrating
to fruitful. Gatekeepers are not meanies; they are their boss’s designated agents — charged
with limiting unnecessary, potentially wasteful interruptions and unexpected interference that may
negatively impact the boss’ workflow or productivity. Any unsolicited inquiry requires screening. If
you don’t already know the person you’re trying to reach, then you have to convince the gatekeeper
that it’s okay to give you an appointment, schedule a meeting, provide an e-mail address, or transfer
you to voicemail.
Gatekeepers evaluate requests based on certain criteria. If you pass the test, they refer you to the boss.
If not, they turn you away. The value proposition you initially present to a gatekeeper has to satisfy
those criteria, or be intriguing enough to earn you the opportunity to elaborate on your interest, and
justify your request as an exception.
Here are six ways you can increase the odds that gatekeepers will grant you access to decision-makers.
Start with the premise that gatekeepers aren’t enemies; like you, they are professionals trying
their best to fulfill their assignments, keep the boss happy, and get rewarded for a job well done:
1)
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4)
Offer a low-risk, high-reward situation. Do your homework. Plan your presentation so it
is clear, compelling and engaging. Pique the gatekeepers’ curiosity. Address gatekeepers by
name; inquire if they have a few moments for your call; and ask how their day has gone. Listen.
Don’t charge forward just because you didn’t get voice mail. If the gatekeeper hesitates, sounds
busy or is juggling other lines, offer to call back at a more convenient time.
Convince the gatekeeper that there is no reason not to offer you an appointment. Gatekeepers
balance two competing choices: granting too much access to the wrong applicants,
or being too stringent and excluding individuals that the boss would want to meet. Their jobs
depend on how well they interpret the screening criteria. If a gatekeeper believes it would be
more detrimental to keep you out than to let you in, you have succeeded.
Build a relationship with the gatekeeper. The more interaction you have with a particular
gatekeeper, the more likely that gatekeeper will want to help you and be a part of your success.
Speak respectfully, be polite. Make small talk. Ingratiate yourself, and it’s more likely that
your proposal will sound attractive. Be likable and you’ll get more attention. Then, you’ll be able
to more clearly communicate your value, engage in dialogue, and have the chance to explain
more about your intended business.
Follow the gatekeeper’s instructions, cooperate and be pleasant. Not only do you have
to have a high-quality concept, but your personality also has to fit. If gatekeepers ask you to
e-mail a request, do it within 24 hours or less, before they forget you. Don’t be argumentative.
Smile as you speak — it will come through in your voice. Your demeanor communicates that
you are not going to cause trouble. If your are not cooperative ( i.e., difficult to manage), the
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