An effective job search needs to be enormously disciplined, says Neil S. MacKenna (MBA 1949). Over the last two decades, hundreds of HBS alumni have benefited from MacKenna’s experience as an outplacement professional and the founder of Career Assistance, Inc. MacKenna has volunteered to share his expertise with HBS alumni by leading a job counseling workshop, titled On Effective Job Search Strategies, to Boston-area graduates and at reunions. “Neil’s insights are time-tested, his advice is unique, and his words of wisdom are genuinely helpful,” says Christine Sullivan, senior manager of Alumni Career Services. What follows are several samples of MacKenna’s wisdom that might be of use to those in transition.

Reassure Yourself. Anxiety during job searches only creates a creative block in your mind. Creativity returns to you only if you get positive reinforcement on your actions. In order to do this, don’t be afraid to emphasize your successes and dwell on your achievements in all of your job-related activities.

Be Positive. Transition can be a scary time for many, but it is also a good time to reflect on what you have achieved. One way to do this is to review your PARs: Problems you have faced; Actions you have taken; and Results achieved. Going over your PARs for every year of the last decade — or longer — is a must for preparing yourself for an effective job search.

Take Your Time. You don’t have to give a speedy answer. Just one that you are willing to have judged as your selected, on-purpose best, which is how anything you say will be heard.

Project Passion. In all your communications with prospective employers, make sure that your level of enthusiasm comes across. Do your research about the company and show that you are willing to invest in learning more about it, even though there may not be a payoff.

Feel Upbeat. These days, there is very little stigma attached to being out of work. If you don’t have a job, you are in an ideal position to find the right position. Remember that looking for a job is a full-time job; it takes your complete dedication.

“The only time you get an offer is when you have literally helped the decision maker feel you are a safe person to hire, and you will help his or her reputation by being there,” says MacKenna, who has made a video of his teachings, which is available through the Alumni Career Services Office.

MacKenna often tells alumni that looking for a job is like trying to sell something. “But job seekers must bear in mind that, unlike other salespeople, they have just one shot at closing the deal,” he says. “Every effort must go into making this pitch a successful one.”

— Visi Tilak

For more information on the job search and other related topics, please contact the Alumni Career Services Office in Teele Hall, 230 Western Ave., Boston, Massachusetts 02163; 617-495-6582; 617-496-5699 (fax); career_advisors@hbs.edu (e-mail); or visit www.alumni.hbs.edu/careers/careers.html.

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