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Why do some professionals with lackluster resumes find good jobs while those with enviable credentials struggle even to get interviews? Let's call it the "x" factor.

Most of us believe we'll be hired because of our credentials. We're convinced that our class standing, our school's pedigree and the prestige of our prior employers make the difference between paying off our student loans and standing in a bread line. Well, it’s wrong!

James Kouzes and Barry Posner, authors of Credibility, have proved through statistical studies that competence – established through credentials – is the least important of four qualities in establishing credibility. To assure success in the job hunt, demonstrate these three traits first:

Enthusiasm – Don't be afraid to convey how much you want to do this kind of work (as opposed to how much you want a job). As Boston-area management consultant David Maister puts it: "People don't care how much you know until they know how much you care. Enthusiasm and the hard work it inspires count for more than an extra piece of ability." But remember that actions speak louder than words. Prove your passion for the work you've targeted with concrete experience. Stay up-to-date by visiting information-rich websites. Arrange an externship in the field. Volunteer for a related organization. Attend relevant professional meetings.

A forward-looking vision – Employers also want you to express a sense of vision when it comes to your career-a vision that goes beyond paying off your student loans or making lots of money! How specifically will your presence contribute to the organization? What skills do you plan to hone to make an even greater contribution to their mission?

Honesty – Employers today hire those they can trust, especially to be who they say they are. If you're beginning to feel like a pretzel from contorting yourself to fit the package you think the employer wants, stop. Instead, take a hard look at your likes and dislikes, strengths and weaknesses and pursue only those opportunities that genuinely interest you.

You have competencies and credentials. You couldn't have entered graduate school without them. But you undermine your chances of getting hired when you place too much emphasis on your credentials and ignore your occupational passions.

By Deborah Arron, JD, What Can You Do With a Law Degree? A Lawyer’s Guide to Career Alternatives Inside, Outside & Around the Law (DecisionBooks, 2003)

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