A licensed farm in a Northern California county that had just picked up two new outdoor licences, and a statewide testing lab with three-day turnaround and one- and two-day rush.
01
The farm answered the first message with “Send me the lab.” What it cared about: reliable pickup in its county and fast turnaround.
02
The lab confirmed statewide samplers, a three-business-day standard turnaround and the full panel for flower, concentrates and vapes.
03
Both were moved into one thread before any name was revealed. The farm paid by invoice, then the introduction went out. The lab paid nothing and gave us one permanent contact.
Price on the trapped revenue, not on the work. A harvest cannot be sold until it is tested, so the cost of waiting is the whole batch.