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We have all heard how important networking is when searching for the next career opportunity. And yet, I constantly speak to professionals in the midst of career reinvention who are barely tapping into their natural network. This can be attributed to a few primary issues, among them a reluctance to ask for help, a degree of introversion, and a level of uncertainty about how to network effectively. Networking, when done skillfully, can be the single most powerful tool in your career toolkit. Let’s talk about how you can mobilize your network.

Get your story straight. Before you go out and chat up your best contacts, make sure you know where you fit, your specific value to the market, and the types of companies where you will do your best work. That means developing a compelling networking pitch that conveys your value.

For instance, here is a typical networking pitch: “I am a CFO/Controller and I make sure the books are closed accurately and on time every month. Who do you know that’s hiring?” This is likely a dead end pitch. The target is vague, no compelling value is conveyed, and the networker asked for leads vs. ideas.

Instead, try something like this: “My ideal next role is CFO or Controller of a company that manufactures natural foods or organic products, with revenues of $50 million or more. I’m known for gaining an in-depth understanding of business operations and products, and directly driving increases in profit margins. I’m expanding my contacts into such companies, whether they are hiring now or not.”

Conduct a “contact audit.” You probably know more people (and more decision-makers and influencers) than you realize. Take the time to conduct a contact audit. Look back through all of your old business cards and LinkedIn contacts and make a comprehensive list of former managers, peers, direct reports, vendors, customers and referral partners. You may be surprised at how many people you have lost track of.

Refresh your LinkedIn profile so that it is congruent with your updated networking pitch. Look at your first and second connections and set a plan in motion for expanding your list of quality contacts into target companies.

Schedule time weekly for reconnecting, and set a weekly goal for catch-up calls with former colleagues. Don’t be afraid to reach out to these people. For the most part, they will be happy to hear from you. When it is your turn to talk, ask for help in expanding your network and list of target companies that fit your profile, rather than asking about job openings.

Establish a give and take in your calls by finding out how you can help, either directly or for a mutual acquaintance. Keep yourself top of mind throughout your search by periodically providing brief and positive updates, or forwarding hot articles or information colleagues can use.

Work your way through your entire contact list by being both thorough and brave enough to reach out. Engage this new circle of contacts in your passion for the work you want to do next, and build on the momentum of your expanding network.

– Kathleen Winsor-Games is theprincipal of The Winsor Group, a Denver-based boutique firm offering career counseling and career transition coaching for professionals and executives.
www.thewinsorgroup.com.