this is one of the bigest hurdles you will face.
what happened was he is wanting more services from you. and he knows you cant provide.
also, the solo guy. Simply cant compete. against a full crew.
it's simply the pirce. we have run into this many times. we would be called in when a customer took a bid form a solo guy.
Dont even talk to people who cant purchase your product or service.........Dave Thomas.