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📋 术语
报价请求
Request for Quotation (RFQ)
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📋 术语
资格预审
Prequalification (PQ)
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🔍 找乙方
能不能介绍一下你们最近的项目组合，特别是类似规模的？
Could you walk us through your recent project portfolio, particularly any projects of similar scope and scale?
💡 不要直接问 "Are you qualified?"，用 walk us through 引导对方展示实力
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🔍 找乙方
过去三年的安全记录怎么样？能分享一下事故率吗？
What's your safety track record over the past three years? Could you share your incident rate?
💡 新加坡硬指标，incident rate = 事故率
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🔍 找乙方
你们的报价很有竞争力。能不能帮我们理解一下成本结构，特别是材料和人工部分？
Your pricing is quite competitive. Could you help us understand how you've structured the costs, especially around materials and labor?
⚠️ competitive = 委婉说"便宜得让我不放心"。试探低价背后的原因
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📋 术语
工作范围
Scope of Work (SOW)
💡 必须写得滴水不漏，大多数纠纷源于scope不清晰
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📋 合同四大条款
付款条件 · 里程碑交付 · 违约赔偿 · 变更管理
Payment terms · Milestone deliverables · Liquidated damages · Variation order procedures
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🤝 谈判
在讨论价格之前，先确保我们在工作范围和交付物上完全对齐。我想和你一起过一遍关键里程碑。
Before we discuss pricing, let's make sure we're fully aligned on the scope and deliverables. I'd like to walk through the key milestones together.
💡 黄金原则：先对齐scope → 再谈timeline → 最后才是钱
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🤝 谈判
我们当然可以探讨加速方案。但需要讨论一下资源影响和相应的额外成本。
We can certainly explore an accelerated timeline. However, we'd need to discuss the resource implications and any associated premium.
💡 先 yes we can explore → 再 however 给条件。永远不直接拒绝
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📋 术语
高管摘要
Executive Summary
💡 给老板汇报的格式：3-5句话，核心信息：进度、预算、风险
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⬆️ 向上管理
项目目前正常推进。完成率72%，目标70%。有一个风险需要标注：幕墙承包商落后两周。我们已发出追赶计划，周五前更新。
The project is currently on track. We're seventy-two percent complete against a target of seventy percent. One risk item to flag: the curtain wall contractor is running two weeks behind. We've issued a recovery plan and will update you by Friday.
💡 关键词：on track（正常推进）、flag（标注提醒）、recovery plan（追赶计划）
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📋 术语
接口管理 · 协调会
Interface management · Coordination meeting
💡 各方工作的衔接点管理，甲方协调多承包商的核心工具
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↔️ 横向管理
咱们过一下衔接点。A组，你们的天花板工程需要在15号完成，这样B组才能开始机电安装。这个移交日期我们对齐了吗？
Let's go through the interface points. Team A, your ceiling works need to be completed by the fifteenth so Team B can begin the MEP installation. Are we aligned on this handover date?
💡 你是导演不是裁判：明确交付时间 + 依赖关系 + 确认对齐
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↔️ 横向管理
我理解你们那边有困难。咱们私下聊聊需要什么支持来恢复进度。同时我需要把对其他工种的下游影响标注出来。
I understand there are challenges on your end. Let's discuss offline what support you need to get back on track. In the meantime, I need to flag the downstream impact to the other trades.
💡 不当众发火：理解困难 → 私下支持 → 同时标注影响
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🏆 居中协调
我们的目标是一样的，按时按预算交付。让我们聚焦方案而不是立场。
We all share the same objective — deliver this project on time and within budget. Let's focus on solutions rather than positions.
🔥 甲方最高境界：solutions rather than positions，把对抗转化为合作