In today’s competitive market, customers are becoming increasingly selective about who they hire for their projects. With more candidates than ever vying for each position, it’s no longer just about coding skills. Clients are interested in developers who can actively contribute, communicate effectively, and understand business challenges. Standing out means more than technical prowess; it’s about being proactive, sharing insights, and asking for help when needed. In this buyers’ market, developers need to be ready to engage in individual interviews, showcase their expertise beyond coding, and demonstrate their ability to understand and solve real-world problems. To help developers in adapting to this new environment, we’re launching a series of articles that will offer insights, experiences, and practical advice from various perspectives. Today, we’re excited to share our conversation with Andy Parnell-Hopkinson, Director of Business Development for the UK and Europe at AMC Bridge.

Who has a real shot in the buyers’ market?

The difference between a coder and a really good developer is the ability to actually contribute to a project from a position of experience and expertise. In the competitive sphere of software development, it’s not merely your technical prowess that counts but how you engage and work as part of a team. The real marker of a developer who stands out in the field—and in front of clients—is their readiness to speak up. Got an issue, question, or a sudden flash of insight? Share it. Don’t hold back waiting for the ‘right moment’.

I’ve worked with engineers for more than 30 years. I don’t only mean software engineers; I mean engineers generically. Engineers are problem-solvers. And the problem with problem-solvers is that they never like to ask for help. They always like to figure it out themselves. That applies to software engineers as much as it does to mechanical or any other kind of engineer.

You could sit and stare at your screen, scratch your head, try, and think it through. But the customer does not pay you to sit and stare at the screen; they pay you to solve these problems. And if you can’t do it yourself, you should reach out to a teammate or your team lead. Good communication means sharing all ideas, even the ones you doubt, and asking for help when you need it. It is what separates an exceptional team member from just a skilled coder.

The code is a byproduct of understanding the problem

I’d like to talk about a conversation with the prospective new client that we had recently. They’re involved in robot-based large-format 3D extrusion printing. The subject matter expert on that call has worked in 3D printing for AMC Bridge for about four years. When we were talking about motion paths, deposition, tool paths, and things like that, the expert talked to the client in their language about their problem. He wasn’t talking to them about C++. It was understanding the issue, and therefore, when he offered a solution, they respected it and said, “Yep, if you understand our problem, you understand how to solve it.” The code is a byproduct of understanding the problem.

Winning over clients: tips for the successful interview and communication

Conversational confidence: your interview advantage

When it comes to a client interview, the number one thing is communicating confidently in English. If you lack confidence in expressing your abilities and knowledge, clients will pick up on it right from the start, and that impression will linger throughout the entire interview. You can’t over-prepare when it comes to speaking English comfortably. If you’re uncomfortable speaking English in a conversational sense, you at least must be well prepared to talk about your professional experience and technical background. Nobody’s asking you to address Congress or present to the United Nations, but you do need to be able to speak comfortably and confidently in English about your area of expertise.

Telling your project story: problem, solution, success

It’s important to articulate your involvement in client projects by focusing on the problem-solution narrative. Describe the client’s issue, why they sought your help, and how you contributed to resolving it. Instead of simply listing tasks, dive into the reasons behind your actions. For example, if you worked with a client struggling to integrate their systems with external data due to a weak interface resulting in lower sales, explain how you developed a solution that facilitated data management and exchange, enabling the client to expand their market. Aim to present a clear picture of the problem, solution, and ideally, the successful outcome, acknowledging that the commercial success aspect might not always be visible to you. It makes a big difference. The work you did is the same, but it shows that you understand the business environment the client works in, not just writing code.

In the end, it’s a personal selection

Ensure good lighting for video calls so your face is clearly visible, whether you use a backdrop or your office as a background. It’s important to look directly at the camera to engage with the client effectively. Proper camera positioning is key, as looking away from it can make you seem disengaged. Get that personal contact, look in the eye, because, in the end, it’s a personal selection. If people are going to choose you just on your technical experience, they wouldn’t need to interview you. They want to interview you to get to know you as a person.

Prepare. Prepare. Prepare.

Managing nervousness is particularly challenging during the interview. It’s an aspect often beyond our control, yet it can significantly impact interview performance. The best way to avoid being nervous in an interview is to prepare, prepare, prepare. Rehearse the value statements and the story of your client experience in English until you can do it in your sleep. And that way, you’ll go in with so much more confidence.

In challenging situations, it’s okay to take a moment and admit, “I need to think about that,” rather than giving a hasty, unfocused response. You’re in that interview because you’ve already got the qualities to do this job. Now, all you have to do is just show it.

The golden rule of client interaction

Another point, and I admit it is a bit of a cliche, but when you’re in an interview or work on a client project, you have two ears and one mouth, so use them in that proportion. That’s really important. You ask a question. The most important thing to do next is to stop talking and start listening. Don’t ask a question and then give an answer. Wait, and then listen carefully to what they’re actually saying. Customers will appreciate it, and you will learn more about what they want to hear.