Mr. Cork has a personal computerized contact file that he started 20 years ago and represents more than 20,000 people he has met.

There are 2,318 people he considers close networking acquaintances, with complete electronic files that include interests and family that he updates regularly. Figuring "conservatively" that each of these people also has a circle of about 200 contacts, he estimates that knowing just this smaller group gives him networking access to more than 460,000 people.

Get to the point. Whenever you meet someone, you have 30 seconds or less -- the average time of a television commercial -- to get your networking message across. More than that and attention starts to wander.

Ask each contact for two references. But don't make the request until you've earned the right. "If I have just met them, I may not ask immediately for a contact but the next day, I'll follow up with an e-mail," Mr. Cork says.

In that message, you can say: 'I don't want to put you on the spot but there's something we discussed that was very thought provoking. It would be great if you could give me two contacts to help me pursue it.'"

That means you don't put the person immediately on the spot and also gives him or her some time to think about the best people to put you in touch with.

Seek help warming up a call. Ask the person who makes the referral to do a huge favour and get in touch with the contact on your behalf first. That way, the person will be expecting your call, you avoid uncomfortable introductions and you can move easily into a friendly discussion. In most cases, all it takes is you asking, Mr. Cork insists.

Be politely persistent. In most cases, you won't get a response from the person you are trying to reach on the first call. Mr. Cork says that's how a lot of people fail: they don't try again and again.

You should leave a message explaining the reason for your call, but you don't have to repeat it each time. If you keep getting a recording, try calling at different times and keep calling until you get the person live.

It may take five or more calls before you should start to take a hint. However, "I don't think you ever have to give up," he says. "They may not want to talk to you but if you are courteous, the worst thing that can happen is they will eventually call and say 'please stop calling me.' "

Most often, busy people don't return your call because they don't know you and you may not be high on their list of priorities. But most people will eventually reply if you keep telling them you want to reach them, Mr. Cork says. And invariably, they will try to be helpful, as long as you have prepared a compelling and succinct reason for them to help. The approach that works best is to tell them how much you value their expertise.

Follow up with a thank you. Express gratitude in as many ways as you can. "Tell them they have done you a huge favour, thank them profusely and offer to help them in the future.

Always indicate your willingness to return a favour. If you are playing the asking game, you have to gain the right by offering something in return," Mr. Cork adds.

"Networking is really very simply about continually connecting with people, and it is really always about being willing to give, and not just in tangible things like gifts or services," Mr. Cork says.

You can send them something that relates to their interests. If they're a reader, send a book about the business topic you've discussed, along with a personal note. If they say they are not a big reader, ask if they'd like to have an audio version of the book to play in their car or an interesting music CD you've heard recently.

You can also offer your time, your experience and networking contacts to introduce them to other people that can help them. These are the things that will keep influential people in your circle of acquaintances, he notes.

Networking becomes easier and easier through habit, repetition and breaking the fear of rejection, Mr. Cork says. And it is the foundation you want to have firmly in place when it comes time to build your next career.

"People aren't strangers once you've met them. It's so much easier to meet the right people before you need their help."

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