Let’s be real: when you’re running low on runway, every dollar feels like oxygen. And when vendors smell that desperation, they’ll try to push you into contracts, commitments, or “partnerships” that benefit them way more than you. I’ve been there. I’ve signed the wrong deal out of panic and later realized I’d basically handcuffed my own company. Here’s what I wish someone had told me.

1. You have more power than you think

Even if you’re the small startup, remember: you’re the customer. They want your business. If a vendor tries to bully you into a “take it or leave it” deal, that’s a red flag. Push back. Negotiate. Suggest shorter contracts. Ask for a trial. If they can’t work with your situation, move on—because the right vendors will.

One time I was told, “This is our standard 2-year agreement.” I said, “Cool, our standard is 60 days.” We ended up signing for six months. Don’t forget: vendors need you just as much as you need them.

2. Avoid lock-in like the plague

Lock-in feels cozy at first—it looks like a vendor is rolling out the red carpet, offering discounts, “custom” solutions, or bundled services. But what they’re really doing is building walls around you so leaving later becomes painful.

• Stick to vendors that support open standards.
• Make sure you can export your data easily.
• Never build your entire business on a single third party unless it’s truly your strategy.

Your vendor should feel like a tool you can pick up and put down, not a ball and chain.

3. Vendors should complement, not compete

This one’s subtle but dangerous. Some vendors are really partners—you use their product to accelerate your growth. Others slowly creep into your core space. If your vendor starts pitching “add-ons” that directly compete with what you sell, you’ve got a problem. A vendor should help you shine, not shadowbox with you for your customers.

4. Finding the right vendors (and making it work)

Here’s a quick playbook:

• Ask other founders what tools and services they regret vs. which ones actually delivered.
• Pilot before you commit. A short paid trial beats a long contract full of regrets.
• Check their roadmap. If their plans align with yours, great. If they’re headed in a different direction, you’ll outgrow them fast.
• Build relationships. A vendor contact who likes you will go to bat for you when things break or you need flexibility.

The best vendor relationships feel like extensions of your team: they don’t waste your time, they don’t nickel-and-dime you, and they celebrate your wins right alongside you.