Any major donor fundraiser knows that getting access to wealthy individuals can be a challenge. There’s a plethora of advisers, asset managers, bankers and other handlers between you and the prize. Stephen Cotterill takes a look at whether this can be turned to your advantage.

Ever tried getting an email address of a cold contact worth several million? It ain’t easy. In fact there are people who are paid handsomely to make sure you don’t get it. Their whole purpose of being is to make sure you don’t get it. They are the gatekeepers. But what do they do? And, more importantly, what do they want fundraisers to do?