In the business of custom software development a lot of work comes in the form of people stuck with a technical need that they can’t figure their way around. This need is often unexpected. Often the people that are stuck are not technical.

In these situations the successful developer will quickly assess the need and write a proposal or estimate. To do this the developer needs to be able to ask the right questions, properly assess project scope, and quickly put together a team. The developer will also often need to speak with product vendors associated with the prospective client to learn the capabilities of sometimes unfamiliar systems.

As a developer, even if you have no experience with a specific tool, product, technology, API etc. you have to keep in mind that you still know more about how those sorts of things work than your non-techie client. This doesn’t make you an instant expert, but you are valuable because you can more easily and comfortably figure out how to use the troubling technology than your client.

The key to your value is making your clients seem to their client(s) as though they were as comfortable with solutions to the technical problem as you are. Your quick response is crucial so your client isn’t in the uncomfortable position of having to stall and dodge technical questions from his client while waiting for the solution.

In conclusion, dealing in custom solutions means dealing with the unexpected. Unexpected needs require quick fulfillment in order to prevent overall timelines from being thrown off.

So be responsive to your clients’ needs. They will come to depend on you and your business will grow because of it.