I think you’re very right about building a relationship with them, and even their routine needs can be amazing for my business. The annoying part is that they will never be able to predict these kind of orders - it’s dependent on events outside of their control, and when they do they’re quite urgent - they wanted the whole order at once in one week… I’m trying to sell the idea that they should stockpile on my products in advance (which makes sense in my eyes) but I’m not sure that’ll catch.

And overdependence could be an issue here, especially since they seem a bit fickle and work on a project-base, so I could easily just be cut off one day. Definitely requires risk management.

They’re an A-level client, it won’t be hard for me to finance the PO.

If I max my current capacity, it’d take me several months.

They contacted me to respond to an urgent need that came up - a few weeks ago the problem that they needed to solve wasn’t there. I’m trying to make the case that they should stock up on my product now for the next time…