I know how important networking is for a consultant, both on behalf of individuals and their firms. We do a good job collecting intelligence and leads to keep our pipeline full. How else can we leverage our network?

You seem to have a handle on one aspect of networking - the inbound flow of information, contacts, introductions and referrals. In this way, you use the knowledge, information, and influence of others for your benefit. However, a network, by definition, works in many directions. Have you considered using your networks to pass information and influence in the opposite direction?

What about using members of your network(s) to pass information to your marketing and sales targets? Once you have identified a company, association or agency for which you would like to provide services, see where you can use your network to validate, recommend or support you?

Tip: As a complement to your own "inbound" networking plan, consider preparing collateral for your network members about your services, how to reach you, and testimonials about the value of your services. Let them create demand for your services, in addition to providing you with a supply of referrals.

© 2009 Institute of Management Consultants USA