After you've completed all of your "self-marketing documents" and verbal presentations, you're ready to take your job search "to the street" and start networking. The goal is to make contact with people who can help you reach hiring managers within your target companies. Networking can be done over the phone, in person, via e-mail, or even "snail mail."

According to Ford Myers, M.Ed., president of Career Potential, a Haverford, PA-based career consulting firm and author of the "New Year, New Career Power Plan to Achieve Career Success in 2006," "Networking is a lot simpler and less scary than many people think." You don't have to be a good schmoozer to network effectively. In fact, the best networkers are often great listeners rather than great talkers."

And, no matter what, never give up on your networking efforts. My clients' networks help them land great jobs in 95% of the cases. It's not worth the risk to not be constantly networking! Remember, networking IS your job if you're in a career transition. Everything you do should revolve around it. The quantity and quality of your networking time is directly proportional to your personal, professional, and financial satisfaction in your next job."

Who should you include on your contact list? Who should you be contacting? Everyone you know, is the answer. Everyone? Everyone, yes! Everyone living who knows your name should be on your contact list! (The only exception are those who clearly dislike you)!

It makes no difference what these people do for a living, where they live, or how much power or money they have. The key is to avoid making assumptions about who can and cannot assist you. After guiding thousands of clients through the networking process, I've discovered that the majority of new jobs are obtained through people who were least expected to be of assistance!

Let's "de-mystify" networking so it's no longer overwhelming or confusing to you. What follows is a highly structured and purposeful approach that consistently yields excellent results! Here are the basic steps you'll need to take if you're using your Contact List to focus on specific people to contact:

• Establish rapport.

  "I was referred by (name of mutual friend/colleague)," or "I was referred by our mutual colleague/friend (name), who suggested that." (Find a topic of mutual interest to discuss.) I'm calling to discuss a career matter, but please understand that I'm not calling to ask for a job, nor do I expect you to be aware of any job openings. Let me begin by telling you a little bit about myself and my professional history....

• Use a Positioning Statement to describe "where you've been."

This is a brief, pre-prepared verbal statement that explains "who you are" professionally. "I am a senior Financial and Operations Professional and a graduate of Western General's Financial Management Program." I have over 15 years of experience in the Manufacturing and Services industries. My skills include analysis, problem solving, communication, and innovation. I specialize in financial analysis and reporting, cash and risk management, and productivity analysis. "I'm looking for a leadership position with a focus on financial reporting."

• Use a Departure Statement to explain "what happened."

  This is a brief explanation of why you are no longer at your previous job or why you want to leave your current employer. "As a result of a merger between two business units, over 1,500 positions, including mine, have been affected." "I now have the opportunity to investigate other career opportunities in Financial Services that will allow me to leverage my proven strengths in analysis, problem-solving, communication, and innovation." The Departure Statement must be positive so that there is no suspicion that you "did something wrong" to lose your job.

• Seek assistance. "Are you willing to assist me?"

• "Decompress" -

Relieve the pressure by assuring your contact that you are not looking for work. "As I previously stated, I am not asking you for a job, nor do I expect you to know of any suitable positions." However, I am interested in any advice or guidance you can provide, as well as any networking contacts you can provide. (Name of mutual friend/colleague) suggested that you'd be a good person to talk to about this. Would you be willing to look over some of my credentials and provide me with honest feedback? I could send the materials over right away."

• Request assistance once more, e.g., expanding contact network, guidance, advice, and feedback.

  Make use of the concept of "six degrees of separation" by requesting contacts from your contacts! And always "come from a place of generosity." This implies that you should be on the lookout for opportunities to provide something of value in exchange.

• Distribute your main documents and schedule a time to return to them.

  "I'll e-mail (or fax) you a one-page Professional Biography and a list of Target Companies." Then I'd like to follow up with you and have another conversation - when is best for you, Wednesday afternoon or Friday morning? I know your input will be invaluable, and I appreciate your willingness to assist. Following your networking meeting, follow up with a two-way value exchange to keep the conversation going. Note: If the contact is a "center of influence," try to have your follow-up conversation in person rather than over the phone, unless the contact is located outside of your geographic region.

IN SUM

It's a wise career move to network constantly, no matter what's going on professionally. If you don't need assistance right now, help others to increase your networking power. People will generally want to assist you. It gives them a good feeling about themselves. It boosts their self-esteem and makes them feel important to be considered "a connector" of people with opportunities and information. "Networking is a great investment in your future, and it always pays big dividends in the long run!"