Becker Business Podcast

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

Host: Scott Becker
Date: September 23, 2025

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.

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)

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)

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)

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)

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)

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.