Mark, what troubles me is what you are trying gain/win. You may be able to get full pay for a cancelled job but in the end you will lose.
Building a rep. is putting the customer first; even the largest of firms thinks that way.
I read an article where one of the large US companies was trying to increase their business so they hired a team to bring in some fresh ideas. At the end of two weeks of deliberating on subject ( which they received a good size check)
Their suggestion was “Put the customer first”.

Sometimes it is hard but it pays off.

John C.