Based on the requirements listed in the job lead, does the client have experience in areas like multi-tasking, meeting deadlines, customer service, communication, or any other soft skills the job lead talks about? For example, if your client is discussing their previous position in computer sales and states that they didn’t like talking to people, they probably wouldn’t do well as a customer support specialist, where they would be required to communicate regularly with their customers. If they have no previous experience, this will be their entry-level role while they gain that experience and work their way up, so if they don’t like talking to people, they might need to look into different employment opportunities.

Job leads tend to list many certifications required by the employer. Someone who holds every certification would be considered a top candidate; however, it is generally unlikely that someone has every single one. If a customer meets 60% of the requirements for the position, it is a good suggestion for them to apply for the job, ensuring they utilize their keywords and transferrable skills matching the job lead. If they have less than 60%, they can explore the desired certifications if that would make them more marketable for the position.

Most job leads ask for some experience to qualify for the position.  It is very important to read the job lead carefully to understand if that experience is a suggestion or requirement. Also, similar to certification qualifications, a job applicant with that level of experience could be a top candidate for that position; however, the perfect candidate might have less experience but be a better fit in other areas. The 60% policy can also apply here for experience level. If clients meet at least half of the experience suggested or required for the position, they should apply.  If they secure an interview, they must show why they are a good fit for the role. For more info on this, click on this Forbes article and this Career Attraction article. It is also important that a customer understands that a certification training program will not give them professional experience, so seeking a stepping-stone position or volunteer opportunity to utilize their new or updated skills would help increase experience and potentially close any employment gaps. It can also help to develop current references who can speak about the customer’s IT and soft skills.

When discussing a career change with a customer, they need to understand the entry point for their IT career and what type of salary they can expect for that position. The customer should have a clear understanding of their finances. They should understand the time they will put into a training program and how long they will need to survive on that first position’s salary before moving​ up in the field. Knowing these things can help them decide if the next step towards IT is right for them. Many websites can help a customer review salary information (such as O*Net Online, Bureau of Labor Statistics, Glassdoor, Salary.com, and Illinois workNet) to get an idea of the wages they can expect from their first position. They should also remember that the more transferrable skills and experience they can combine with their training, the better their chance of earning a higher salary and moving up the ladder quickly.