Get Out of a Client Vendor Bender
I work for a small company. When we take on work for one of our larger clients, they will often give us a list of vendors they want us to use. Is this a request or a demand? Is it OK to say no? Where's the line?
Don’t let your company be bullied. You were hired because your client believed in your work, and that entails a faith in you and your vendors. Stick with what you know, but make sure you can answer the question of “Why?” to you client, and be prepared for some give and take.
There are two reasons a client will try to push vendors on you, and they’re both valid… up to a point. The first reason is that they’ve worked with that vendor in the past and like their work. If price is not an issue and you don’t have a regular vendor to fill that role, consider using this as your peace offering. But if their vendor is too expensive for your budget, present your client with a cost-effective alternative. If they still want to use that vendor, you can present the scenario to the vendor to see if they’d be willing to reduce their rate (on the assumption that it's really the start of an ongoing relationship). If not, your client should cough up the extra dough because it’s not your obligation to eat that cost if you have a better alternative.
Cronyism is the second reason you may have a vendor shoved upon you. But this isn't necessarily a bad word. Maybe it’s a friend of the client; maybe it’s a vendor to whom they owe a favor. That's not your problem; Your problem is that you’ve got your own crony relationships -- vendors whom you like and want to stay on good terms with -- and you need to protect those relationships whenever possible.
“When we have an existing relationship with a vendor, we speak the same language, which really strengthens the work,” according to Brian Welsh, an executive producer at New York's UV Phactory, a firm that directs music videos and television commercials. “Clients will often say, ‘I want you to use this Director of Photography. He’s great.’ Whenever possible, I’ll try to work with them if they’re right for the job and the budget allows. But if it becomes a cost issue, I’m not going to take a hit on my profits, so the key is to do your homework and show the client the options.”
Homework is the key here. Be prepared before you say no to a client's preferred vendor. When you presented your bid, you constructed a budget based on getting the job done using vendors you know and can rely upon. If your client is pushing more expensive vendors on you, they need to know that it’s at their additional cost. If it comes down to two vendors for the same price, make the case that you want to stick with someone you’ve had success with in the past. A strong relationship will strengthen your finished product and, in the end, that’s what should really matter to your client.