DES MOINES, Iowa -- For all his high-wattage candidacy, Wesley Clark lags far behind his Democratic presidential rivals in the months of organizing and hours of handshaking that it takes to win the Iowa caucuses.

The state's Jan. 19 caucuses, the first test for Democrats in the hunt for the nomination, present a formidable challenge for any candidate, let alone a political neophyte such as Clark who entered the race only last month.

"You cannot run a credible campaign in Iowa from 30,000 feet," said Iowa Democratic Chairman Gordon Fischer. "You can't throw up a couple of television commercials, drop in a couple of times."

Between now and January, this is the candidate's task: persuade supporters to head out on a winter's night and attend a two-hour neighborhood meeting where they will argue with friends and neighbors and then publicly declare their preference for a candidate. Organization is critical as is one-on-one persuasion.

In enlisting Iowans willing to commit to his cause, Clark trails his more established rivals.

Rep. Dick Gephardt of Missouri won the Iowa caucuses in his unsuccessful White House bid in 1988 and still has contacts throughout the state. Sen. John Edwards of North Carolina earned good will when he spent nearly $200,000 in campaign cash to help elect Iowa Democrats in the last election.

Howard Dean, the former Vermont governor, has campaigned in the state for more than a year. He has more than 100 field staffers on the ground and an organization in each of the state's 99 counties.

Dean often acknowledges the work that has to be done, opening conversations with activists with the line: "I know you're an Iowan, and I'll have to talk with you five times before you even think about supporting me."

Ron Parker, a Democratic legislative staffer, says, "People expect the candidate is going to come into their living room, come to their coffee shop, come to the union hall, and once usually isn't enough.

"You've got candidates who have been coming here for a year and have talked to some activists a half-dozen times and still can't get them to commit."

Clark also is up against the nature of who turns up at the caucuses -- the committed, my-party-first-and-foremost type of Democrat.

The state counts 526,426 registered Democrats, but only about 100,000 are expected to show up for the sessions. They are certain to examine Clark's mixed history as a Democrat. The retired Army general announced that he was a Democrat only last month, and he has drawn criticism for a record of having praised Presidents Nixon, Reagan and Bush, in the lead-up to the Afghanistan war.

"To what extent are these hard-core activists going to grant that he's a Democrat?" asked political scientist Dennis Goldford of Drake University. "That's a problem because the very characteristics or resume that may help you in the general election may prevent you from getting the nomination."

Still, that independence could work in Clark's favor.

"As a Democrat, I'd welcome any Republican who wants to be a Democrat," said veteran legislative staffer Paulee Lipsman, who supports Connecticut Sen. Joe Lieberman.

Added Michael Gronstal, a Council Bluffs Democrat who is minority leader of the state Senate: "Sometimes you celebrate the return of the prodigal son."

Clark makes his second campaign appearance in Iowa this week, joining four-term Democratic Sen. Tom Harkin, who remains neutral, for the senator's "Hear it from the Heartland" forum. Organizers said the demand for tickets has been strong.

"Everybody is going to want to kick that tire," said organizer Jeff Link.

Democrats in Iowa say it probably is too late for Clark to assemble a full-fledged field operation. Most talented organizers have signed on with other campaigns.

"In Iowa it's difficult because you have to have qualified staff who understand the caucus process," said Gov. Tom Vilsack, who is neutral in the race so far.

In Clark's favor, his early fund-raising has been strong, making it possible for him to survive even if he trails in Iowa. Other Democrats argue that activists who attend the sessions are motivated by the overriding goal of ousting President Bush, and that works in Clark's favor.

Despite distinctions candidates try to draw on the campaign trail, many see the differences between the Democrats as nuanced and are inclined to side with the candidate seen as most likely to win.

"You've still got a chunk of undecideds out there and nobody who is the runaway front-runner," Parker said. "A majority of Democrats have yet to settle on the idea that this specific Democrat can knock off George Bush. That's the opening for Wesley Clark."