“I Hate Clients That Treat You Like a Vendor” 9-23-25

Summary

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Becker Business Podcast

Episode: “I Hate Clients That Treat You Like a Vendor”

Host: Scott Becker
Date: September 23, 2025

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Overview

In this episode, Scott Becker reflects on the important differences between client relationships where you are valued as a partner, versus those where you are treated as a replaceable vendor. Drawing from his professional experience, Becker articulates why the latter can be detrimental to both morale and business satisfaction, and shares anecdotes to illustrate these points.

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Key Discussion Points & Insights

1. Two Types of Client Relationships (00:13 – 00:39)

• Becker introduces the core theme: “I hate clients that treat you as vendors.”
• Outlines two distinct client dynamics:
  • Clients who foster a partnership, build mutual respect, and treat service providers with dignity.
  • Clients who perceive and treat providers as mere commodities—replaceable and interchangeable.

Quote:

“You have client relationships that you ultimately develop a nice relationship with, where you’re sort of partners in what they do… you’re respected, you’re treated well.”
— Scott Becker (00:14)

Quote:

“In contrast, there are client relationships where… you are treated like a commodity.”
— Scott Becker (00:37)

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2. The Downside of Vendor-Like Relationships (00:39 – 00:56)

• In “vendor” relationships:
  • Small errors or slightly higher prices can lose you the client instantly.
  • Clients show little loyalty or interest beyond cost minimization.
  • Such arrangements strip away enjoyment and partnership from work.

Quote:

“If your price is one bit higher than anybody else's, you are gone, and they pick the next person. And there's certain businesses where that's just the deal.”
— Scott Becker (00:43)

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3. Real-Life Example: The Health System Anecdote (00:56 – 01:44)

• Becker shares a story about a large health system that imposed vast restrictions:
  • The client expected the firm to avoid working in 200 different markets, despite not providing business commensurate with such a demand.
  • The request was unreasonable and exemplified a vendor relationship.
  • Highlights concern for the impact on firm partners and the infeasibility of the client’s ask.

Notable Quotes:

“We’ve had over the years clients that treat you like vendors, and I can tell you that is a much less fun way to work.”
— Scott Becker (00:56)

“There are so many things that were wrong with this one. The client was not a large enough client to ask us to do that kind of thing…”
— Scott Becker (01:12)

“They didn’t spend enough money with us that they could buy that type of situation.”
— Scott Becker (01:20)

“If my partners would say, ‘Scott, you have to leave the firm.’ So, no good as well.”
— Scott Becker (01:32)

“They just really treated us like a vendor, even though they valued our services and treated us that way. I remember it being a horrible way to practice law, a horrible way to be in business.”
— Scott Becker (01:37, 01:44)

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4. The Universal Principle: Partners vs. Vendors (01:44 – 01:58)

• Becker reiterates the broader point: Most businesses encounter both types of clients.
• Clear preference for building and maintaining partner-like relationships.

Quote:

“You have clients that treat you very much like a partner, others that treat you like a vendor. And the concept is, we love the ones that treat you like a partner. We hate the ones that treat you like a vendor.”
— Scott Becker (01:44 – 01:58)

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Notable Quotes & Memorable Moments

• “We love the ones that treat you like a partner. We hate the ones that treat you like a vendor.” (01:56)
• “I remember it being a horrible way to practice law, a horrible way to be in business.” (01:44)

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Summary

Scott Becker emphasizes that the most rewarding and sustainable business relationships come from clients who view you as a genuine partner, not just a hired vendor. He warns against succumbing to unreasonable demands from clients who see you as replaceable, sharing a pointed story from his own work with a large health system. Ultimately, Becker’s experience underscores the importance of mutual respect and relationship-building in business.

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Transcript

[A]

This is Scott Becker with the Becker Business Podcast.

[B]

The Becker Private Equity Podcast. Today's discussion is.

[A]

Is. Is this. I hate clients that treat you as vendors.

[B]

So here's the deal.

[A]

In any business you're in, you have two distinct types of client relationships. You have client relationships that you ultimately develop a nice relationship with, where you're sort of partners in what they do. Of course, you know, they're paying you, you're doing the work, but you've got a nice relationship where you're respected, you're treated well.

[B]

You're not just treated like a commodity.

[A]

In contrast, there are client relationships where.

[B]

You are treated like a commodity.

[A]

Like if. If. If you do anything wrong, if you. If your price is one bit higher.

[B]

Than anybody else's, you are gone, and.

[A]

They pick the next person. And there's certain businesses where that's just the deal.

[B]

And I understand that if I'm buying, I.

[A]

Maybe if you're buying oil through exchanges, that's a deal. But probably even their relationships count.

[B]

But we've had over the years clients that treat you like vendors, and I can tell you that is a much less fun way to work. I remember 100 years ago, large health system said to us, we plan at.

[A]

Some point to be in 200 different markets, so we don't want you doing.

[B]

Any legal work in 200 different markets.

[A]

And again, there are so many things that were wrong with this one.

[B]

The client was not a large enough.

[A]

Client to ask us to do that kind of thing, to ask us to.

[B]

Stay at all these markets.

[A]

They didn't treat us.

[B]

They didn't spend enough money with us that they could buy that type of situation. Second was large large Law Firm INV.

[A]

Told all my partners we were to.

[B]

Stay out of these 200 different markets. My partners would say, scott, you have.

[A]

To leave the firm.

[B]

So no good as well.

[A]

But.

[B]

But third was the concept that, you.

[A]

Know, they just really treated us like.

[B]

A vendor, even though they valued our services and treated us that way.

[A]

I remember it being a horrible way.

[B]

To practice law, a horrible way to be in business. And I think it's true for almost any business you're in. You have clients that treat you very much like a partner, others that treat you like a vendor. And the concept is, we love the.

[A]

Ones that treat you like a partner.

[B]

We hate the ones that treat you like a vendor. God bless America. Gentlemen, start your engines. Thank you for listening to the Becker Private Equity and the Becker Business Podcast. Thank you very, very much.

[A]

Thank you.