It is the second article where we aim to master the art of deciphering client expectations. Today’s customers are discerning, seeking perfection in every hire. Whether your target is startups, enterprises, or vendors, grasping their evolving demands is paramount. Soft skills now stand shoulder to shoulder with technical prowess. Yelyzaveta Herasymenko, Resource Management Manager, and Vladyslav Taran, Delivery Manager in Cloud Computing, will help us navigate the nuances of the contemporary hiring landscape and provide tips on passing interviews and succeeding on projects.

Vladyslav Taran, Delivery Manager, Cloud Computing 

Decoding clients:  adapting to changing expectations 

Customers are becoming pickier over time. With a saturated market, they believe they can always find a better fit. So, they’re more likely to pass on a candidate compared to before. It varies among our client types: startups, enterprises, and vendors. Vendors still prioritize technical skills and like to verify them firsthand. Startups, on the other hand, value soft skills just as much as technical ones. They need candidates who can communicate well and adapt quickly. While hard skills can be developed on the job, lacking soft skills can make it tough for them to collaborate effectively.

Customers now demand more interviews to ensure they’re getting the best candidate. Even if the company has worked with them in the past, they treat each contract as a fresh start, wanting assurance that they can rely on us. The focus during interviews and projects varies by client type, but overall, there’s a trend for developers to understand the full development cycle. Narrowly focused specialists may struggle to pass interviews as clients expect a broad understanding and the ability to offer comprehensive solutions. While this broad vision may not always be necessary during project work, it’s still valued during interviews. Clients want to see candidates ready to offer solutions across the system, even if they won’t be used that way in practice.

Soft skills and tech savvy    

Soft skills are now seen as important as technical expertise. While technical skills still matter, just focusing on them during an interview might not be enough. Similarly, having strong technical skills alone won’t guarantee success without also demonstrating soft skills. Confidence in communication is key; if lacking, clients may doubt your fit for the team. Soft and hard skills are typically evaluated by different individuals. Product owners or managers often assess soft skills, while developers focus on technical prowess. As a result, by the time a developer conducts their part of the interview, the client usually has a good idea of the candidate’s overall suitability. Even if a person answers technical questions correctly during the interview, they still might not pass.

Yelyzaveta Herasymenko, Resource Management Manager

The new hiring playbook

Since the fourth quarter of 2023, we have observed a significant uptick in interview requests from customers. This surge may stem from clients’ heightened interest in evaluating potential candidates thoroughly.

In the current market, it is not enough just to be good on a project; you need to pass the interview first. Hence, I emphasize the importance of preparedness and strong interpersonal skills.

Always learning, always adapting

Technology relevance can be sporadic. Requests may arise suddenly, prompting the need for immediate expertise. Flexibility is key here. We, as a company, have high expectations. We anticipate that developers will be able to switch between technologies and keep learning. Flexibility is what we value most. Whether you’re becoming an expert or just broadening your skills, we are looking for someone who’s always ready to learn and adapt.

It is expected for developers in the current market to adapt swiftly if a unique situation arises, particularly involving new technology. While radical technological shifts occur intermittently, we’ve encountered instances where individuals readily transitioned between programming languages. Also, it is important to be flexible about the working hours to accommodate necessary communication windows with customers or teams in different time zones.

Winning over clients: tips for the successful interview and communication

Adapt and impress 

Prepare for general technical questions instead of focusing solely on specific technologies or programming languages. Understanding software development as a whole is essential rather than just one language or framework. Many clients are open to candidates who may not know a particular language but are adaptable. Showing readiness to switch languages if needed is crucial. Narrow-mindedness towards one language or technology can negatively impact your interview results. It’s better to demonstrate broad interest and adaptability.

It’s not just about showing up

Being active in project discussions is key. It’s not just about showing up to a meeting; it’s about being present and engaged. Sometimes, team members attend meetings but focus on their own tasks instead of participating. Clients notice this; they observe who’s involved and who’s not, who answers questions, and who doesn’t. Active participation matters, especially in tough situations like team downsizing, where those who engage in discussions have an advantage. So, being present and participating can make a real difference.

Own your work  

There should be no place for blame-shifting. Some developers might say, “I did my part, so if something goes wrong, it’s someone else’s fault.” But that’s not a good stance. When you make a change, you’re accountable for its success from start to finish, including delivery to the client. Even if someone else slips up along the way, it’s still your responsibility. You need to oversee the process and ensure everything works smoothly until the end. So, don’t shy away from taking ownership and being vigilant until the job is done right.

Speak everyone’s language

Different team members have different roles. Not everyone speaks in technical terms; some use jargon that is only understood by developers. But it’s important to communicate in a way both tech-savvy and non-technical folks grasp. It is even more important during demos when stakeholders, who might not be deeply involved in development, need to see things from a user’s perspective, not just the developer’s.

Don’t downplay your role

Make sure to highlight your experience thoroughly and confidently in interviews. Don’t underestimate your contributions to past projects. Expect questions about project organization, architecture, and methods used, even if you weren’t directly involved in developing them. Previous project inquiries are crucial. Be prepared to discuss your past work to demonstrate your holistic understanding of project cycles. Show that you’re capable of offering recommendations across the entire project journey rather than just focusing on specific tasks without awareness of the broader picture.

Avoid saying ‘No’

Focus on minimizing the use of “no” during interviews. Starting responses with “no” tends to be seen negatively. Instead, frame answers as statements, which are generally better received. Even if the answer is the same, presenting it as a statement improves perception. For instance, one candidate would not know the answer but could discuss potential solutions, keeping the conversation positive. And another would simply admit a lack of experience, resulting in a failed interview. In the first case, a developer who would creatively approach the problem highlighting communication skills and willingness to learn, leaves a positive impression. It shows that even if you don’t have a solution, demonstrating openness to ideas and learning can make a difference.

Care for the product

Let’s not hold back on suggesting new ideas when we work on a project. First, let’s brainstorm what improvements we can make. Then, let’s share them. Even if they’re not a top priority right now, showing commitment to product development could be vital in the current turbulent market. It’s about caring for the product and its progress and making sure clients know about the improvements we can offer.

Pay attention to culture

Understanding cultural nuances during customer interviews is crucial. For instance, while admitting not knowing something might be acceptable in one region, it could be perceived negatively elsewhere. Their insights help tailor responses for maximum effectiveness, bridging cultural gaps seamlessly.

Talk the talk and smile

Attention to detail is essential. Behaviors such as lack of engagement, failure to smile, or appearing distracted can significantly impact the impression a candidate makes. It’s essential for candidates to understand that effective self-presentation is a requisite skill in today’s competitive landscape, extending beyond technical expertise.