If they truly send you that many referrals where you are second guessing how you would normally treat them, what's the problem with taking a small loss and looking at it as just taking a slightly different form and piece out of your advertising budget?
The problem is, it's not a small loss any more. He keeps wearing my Estimators down. He's a great negotiator, he really sells them that half price is OK.
In our peak time, we can't afford to lose money. I think I've said it before, that in the Summertime, we used to lose $25k a month in people that couldn't wait. That was the number a few years ago. It's probably 10k a month now. I've tweaked things to increase productivity (crew mix, equipment, pricing, etc.). It's still not perfect, because I only hire the best. Finding guys with strong work ethic, that have no substance abuse issues and don't steal is tough. He's large enough that he can rent the company out for two to four weeks at a time. So I'm losing $10k a month in sales that was higher priced, so that I can do work at break even, or a small to medium sized loss. In other years, the solution was that we moved his work to offpeak times (Winter), where I'm just trying to keep guys employed and pay off some overhead.
This is a typical B-school problem in analyzing problem customers. He wants my product at a price lower than my marginal cost, he wants higher service levels than everyone else, and he demands to be pushed up in schedule even when we are backlogged a month (and those customers are higher paying).
We've sat around here for years trying to figure out a way to fire him, but it still boils down to referrals. This is for a townhouse association with thousands of households. Any tree work companies must be approved by him first. In the area, we are the only tree service that is pre-approved. Any other tree service has to have paperwork filed on, and it may take a week to get approval.
At the end of the day, I'm letting him stick his dick in me no matter what. But I don't want to give up my ass so much, and I want lube and a reacharound, with a kiss afterwards.
I've tried to be diplomatic, and I think I got his attention when I pulled out every job last year and showed him what I lost on each one. He just sent me an email where he says he wants our relationship to be mutually beneficial.
Every time I want to tell a bigger client to go fuck off, they send me bigger clients that they know. One time, we got screwed hard on a contract by a billion dollar entity. They lawyered up and broke their contract, because they demanded that we double our insurance and buy umbrella policies at our expense. I told my employees we'd never do business with them again. A year later, they referred us to a construction company that sent us 5x what they would have spent in a year.
Bigger clients are fun. With all of the advertising I do, I've tried to build a diverse client base, so that they have less power. When I worked for an automaker, they made small business owners into multi-millionares overnight. If you got appointed a Supplier, you were supposed to be rich, right? That's only for a year or so, when the automakers start demanding price concession of 15% a year for the next five years. You can't reduce price by 15% forever, or you are selling your product for 0. There's a reason why they demanded some suppliers only supply them. If you have only one customer, they have all of the power.
Bigger clients can help you make money, but expect that they are going to start pushing you around. You can't take the money they give you in the first year or two and blow it on luxury items, you need to reinvest it to help you get other customers. The axe is coming, God forbid you went and bought a mansion (with huge payments) on one or a few customers.
I looked it up, and the old owner's client base was about 2,300, and a few companies made up 1/3 of his business. One client who was that Billionaire entity amounted to 10-15% of his annual sales. When they left, we didn't miss a beat, because I'd been working on building up my clientele for a few years. I expected it to happen. I'm at about 4,000 customers myself. They might not be able to rent the company out, but smaller resedential jobs add up to what big clients can do.