COMMUNICATE EFFECTIVELY Networking In New Year.(A)(IBD 10 SECRETS TO SUCCESS)

Byline: Cord Cooper

9Does the start of 2003 find you out of work or stuck in a dead-end job? It's time to learn -- or relearn -- the art of networking.

"Networking isn't about randomly gathering names and numbers," said strategy coach Michael Salmon, whose clients range from Viacom to Fidelity Capital. "It's about methodically tapping people who can tee up heavy hitters -- and leveraging your network with specific goals."

To build a network, Salmon suggests these steps.

** Inventory your skills. What do you want people to know about you personally and professionally? How have you wowed an employer, past or present? What are you most proud of, and what distinguishes you from the pack?

** Devise a strategy. Make it easy for others to help. The more precise you are about your goals, the more well-targeted others' help will be. "Start with your best options. Should you make a lateral move to another department, switch jobs, or switch industries? Choose the best solution, then target people who can help achieve it."

** Develop an elevator pitch. This is a summary of skills designed to get people's attention in 20 seconds or less -- whether bumping into someone on an elevator or making a routine cold call.