如何拿下此关键订单
一直关注米课，但还没有成为会员。但也希望可以得到大家的宝贵意见。现在有这么个情况，请大家帮忙看看:
客户昨天的邮件：
Leo,
At this time our 2016 plan is still to increase our manufacturing presence in Asia. The details of this are still being determined. It would be best to plan for this call in a couple of weeks. Also to note, most of the projects we are looking at building out of China are destined for the port of Shanghai. When factoring these shipping costs, we have found SCMMC’s overall cost higher than some other locations in China. Perhaps you could discuss this internally in preparation for this future conference call.
Good Afternoon Leo,
We are quoting a 4-Unit XXXX System for GE, with delivery slated for this year, for a XXXXX power project.
We urgently require a review your capacity requirements and a committed schedule to fabricate the 4 units.
(We will also require updated pricing at a later date).
Please review the attached preliminary Bill-of-Material and Drawing. These are identical to the XXXXX you quoted in Oct 2015.
WE ARE PROPOSING:
PO Placement – Feb. 12th 2016
Detail Drawings and Bills-of-Materials Issued by ***** – May 6th
Ready to Ship: Units 1 & 2 – Sept. 20th
Ready to Ship: Units 1 & 2 – Nov. 22nd
Can you meet these delivery dates based on the information above. If not, please give us your best, alternate delivery schedule.
We must submit a schedule to GE prior to our commercial proposal. There will be penalties for late delivery.
Your prompt reply would be greatly appreciated.
项目情况：
4套电站配套系统
预计：2月12号下单
5月6号来图和材料清单
前两套今年 9.20发货，后两套今年11月22号发货
项目金额：1300W RMB左右
客户背景：客户公司是给GE 西门子燃机电站做配套产品的设计，制造，安装的公司。通过谷歌开发的客户，跟了一年多了，之前报过很多次价格，都没有成。客户还没有到工厂进行实地审核，商务谈判还未涉及过。
情况分析：
客户在上海/广州有供应商，相信他们也收到了此邮件。这个项目客户拿到可能性比较大，不然订单时间，交期不可能这么详细。此订单对我们来说非常重要，因为工厂订单十分不足。我们是机械制造工厂，都是客户设计，来图我们加工制造。位置在成都，有多年的项目制造经验。此项目为出口项目，必须将货发到上海港，运费是我们的硬伤。邮件是昨天早上收到的，目前我们做了产能表，详细生产计划还在讨论。
我这边要准备的：
1.生产计划表
2.报价表价格分析，更新，运费查询
我的问题：
1.如何知道客户是否已经确实拿到了项目
2.如果客户拿到，如何确保他们把订单下给我们，而不是他们已有的供应商。
3.真的只是价格比其他供应商高的原因吗？
能想到的：
1.直接打电话问/Linkedin上发消息问他们公司其他同事，但不一定会有答案
2.把制造价格，和运费都压到最好水平（运费公司明确表示要承担一部分），报有竞争力的价格，同时再次强调我们的优势与表达合作的愿望，今天GE在工厂检查产品，反馈不错。
万能的冰大，华哥，米友圈，求一招制敌的建议，思路！
添加表情
