I think it’s not so much hustling as they also have books they need to resolve and profits to make. From my experience, it is always better to view the venue as your partner in a successful night, rather than as an opposing force, unless proven wrong. Even in those cases it is always worth it to take the high road and act with integrity, especially when dealing with difficult people. I have been consistently playing 80-100+ shows a year for the past 10 years in many settings, and what I have learned is that building bridges and doing the right thing by the client is more important than nickel and diming. There have been many cases where we have, within reason, played over our time, added services (adding bass or cello for cocktail), or shifted around set times to do what we know is going to sound or go best with the flow, and it has helped us to establish ourselves as experts who will get the job done no matter what. In terms of weddings, we have gotten tons of referrals from satisfied brides and grooms. For venues, we are usually the band that they keep when cuts are going around, or the band that are given a raise when other bands that demanded higher pay got cut eventually. When you win over venue and managers and maître d’s one by one, you build a robust portfolio of gigs. From my perspective, it’s all about the long game and always acting in the best interest of the team for the night rather than just yourselves as the band.