When do most executives finally start looking through their contact databases? When do they start reviewing their professional relationships with a critical eye? Unfortunately, it's usually when they badly need an introduction to power their job search campaign. The best time for leveraging connections is when? That's right. All the time (i.e. on a continuous basis).

A 2006 CareerXRoads study authored by Gerry Crispin and Mark Mehler shows that employee referrals are the number one external source that companies use to fill openings. Employee referrals eclipse online and print ads, outside recruiters and all other means. Now more than ever, executives must be hooked into company rumor mills to be among the first to spot leads to new career opportunities. Employee referrals are useful for sourcing both posted jobs and jobs that have yet to be officially sanctioned. The latter are examples of opportunities created in response to a quality candidate being in the right place at the right time. The so-called "unadvertised openings" also result from restructurings, new growth, transfers, unexpected resignations, retirements, pending project, etc. The hidden or unadvertised job market continues to thrive in today's environment generating way more new hires than the Internet and other posted openings.

How do these insights impact your executive career management? It is not just what you know, but who you know and knows your potential contribution that matters most.

Eight Tips to Strengthen Your Connections and Grow Your Network

1. Reach out to those you don't already know. If the people you keep in touch with on a regular basis are not producing enough high quality referrals, take this as a signal that it is time to stretch your connections by finding more individuals to reach out to and get to know.

2. Choose your connections for their affiliations, reputations and position. Prepare an introduction that can be passed along detailing how you can resolve challenges and ask your contact to forward your request. Brand yourself clearly as a go-to person.

3. Rely on third-party referrals to bypass gatekeepers and increase your credibility. Research who you want to know and ask your contacts about using their connections to get you introduced. A personal recommendation is usually more warmly received than an unsolicited letter, e-mail or phone call.

4. Speak with decision-makers, not HR, to unearth unadvertised jobs and position. Making an outstanding first impression not only puts your name in play, but hiring managers are also networked and can connect you to their colleagues elsewhere, further enlarging your reach into other organizations via a personal recommendation.
 
5. Choose and nurture your target contacts. Any new, well-placed contact is likely to eventually deliver. Oftentimes after a dormant period, candidates will start being contacted because organizations and people are dynamic. Even if someone is not helpful, send a gracious and prompt thank you. When you have a positive rapport, continue to keep in touch. You made the effort to network purposefully don't sacrifice your investment after you happily land a new job.

6. Increase your online visibility. It is easer than ever before to create a Web presence, support your positioning and get in front of recruiters and hiring managers by publishing your bio on one of the online business networks like Linked-In or zoominfo. Post your resume or profile on niche job sites where you are more likely to be viewed by those in your target audience. Niche career sites and professional associations' databases are more likely to generate interest and new connections. Invest in your own professionally designed Web site and let it boast about your strengths, abilities, talents, skills and accomplishments and demonstrate your credibility. Make sure you post yourself on the corporate databases — most company Websites today have a career section where you can upload your background.

7. Promote yourself as an expert. Join professional associations, attend local chapter events and assume a leadership role. Volunteer to present at professional meetings or be part of a panel discussion or virtual workshop. Publish a white paper on your personal Website or elsewhere. Submit an original manuscript to a reputable firm, online or traditional media. Post comments selectively and routinely follow online networking group e-lists, chats, etc. Write letters to editors and send comments to authors.

8. Keep in touch regularly and remember to give more help than you asked. E-mail your contacts to update them on industry news or a mutual colleague's achievement, send them your articles and announcements, share thoughts of common interest or a link, celebrate special occasions and honor their birthdays, the New Year, etc.

Using today's inexpensive and easy communication options, anyone can apply themselves purposefully to regular networking initiatives that create and maintain their visibility to prospective new connections. Coupled with a strategic career plan that emphasizes opportunities in the hidden job market, being a sincere and champion networker is an essential component for success.