If your business has evolved to a crane based model, and the client doesn't want a crane, then they're not your client. This is not a cookie cutter industry, and there are all kinds of niches in which companies can ply their particular skills whether climbing, crane, bucket work, MEWP or Tree Mek. Personally, I try to remain the expert when I'm on a job. I'm the guy wearing the hat that's responsible for the safe fulfillment of the assignment and for knowing how to best address the assignment with my particular constellation of resources. If the client won't accept that, then it's not a safe assignment and I'm off to other things.