Question: Rather than chase job listings, I took your advice and picked three companies I really want to work for. This is fun, because I work harder when I am totally focused. I did extensive research, identified the right managers and arranged introductions. What if they don't have any jobs open? Isn't that a waste of time?

Answer: Absolutely not. About 60 percent of jobs are found through personal contacts. The managers on your list are your best new personal contacts — whether they have a job for you or not. Your investment of time is a good one. But please note: You must be credible if you want your contacts to be productive.

As you're starting to see, your credibility is greatest when you approach companies and managers you really want to work for. When you're motivated and know your stuff, managers take notice. That's what makes such meetings productive.

I've seen managers create a job for the right person. This won't happen every time, but it will never happen unless you introduce yourself.

Alternately, good chemistry can lead to a referral for another job. Managers don't often forget a standout candidate. In both cases, it's up to you to make a strong impression on the manager. If you are rejected for a job, it's worth asking the manager for a personal referral elsewhere.

This may seem like wasted energy when your goal is a job now. But count up the number of productive contacts you have in your industry. I'll bet it can use beefing up. So get started. Leave three or four managers wishing they could hire you, and you have instant references of the best kind.

The larger lesson is this: You need lots of contacts with people in the companies where you'd like to work. You won't make them the day you decide it's time to change jobs. You must start way in advance. This is an investment of time and effort that people need to make if they want the kinds of relationships that can be parlayed into a job when it’s time to move.

That is, talk to people who know and work for managers who may be relevant to your job search. This includes less obvious contacts, like a company's customers and vendors. Read business articles to learn what problems the entire industry is grappling with. Often, these articles will mention names of people who work for or know the company. Call them. Explain that you are interested in their industry and their company.

These are the people best positioned to introduce you to the right manager. These peripheral people will also help you prepare for a knowledgeable discussion with the hiring manager.

Here's the key: Do not ask for a job lead. Ask intelligent questions based on what you've read, like a peer would. What advice would these folks give someone who wants to work in their business and perhaps for their company?

These discussions will lead to people who will bring you closer to a particular manager's inner circle.

When you're talking to people who work for the manager, you're getting the information you really need (and a possible introduction).

When headhunters search for good job candidates, they first study the business by talking to people in it. These discussions open doors to the right candidates. Just as naturally, your research on a company's problems and challenges will lead you to people who know the right managers.

Yep, this is a lot of work. But so is that great job you want. There's no better way to show your initiative, or to get an edge on your competition, than to find and meet the manager.