敢于放弃订单， 才能赢得订单

我一个澳大利亚的老客户， 从06 年到现在，很多酸甜苦辣，该客户是澳大利亚一家知名的上市公司， 我与该公司前后两位董事长打交道， 我自己也把该客户引进到上海一家企业， 去年我又把他们带到广东我自己的工厂。 下面是客户老板接到我的提价邮件后，发给我的邮件： Bill If our warranty claim is not accepted or we do not receive a cheaper price we will he no alternative but to use an alternative supplier. You may not know but we he had many visits from Chinese suppliers wanting our business. It has surprised me that you he not come to visit us to deal with these problems which we he repeatedly told you about. Please let me know your decision so we can make ours. Regards Robert 我接到这封邮件后， 认为作为一家上市公司的老板， 不能一说提价就要换商。 我等到第二天，待自己平静后， 写了如下邮件给客人： Hi Robert, Thank you for your comments on new order. Due to EER increase so much, and also you need improvements so many items, so its cost will increase also.??As long term partner, I hope to discuss with you when cost increase so much.??It does not mean I never make concession. Everything is negotiable. You always say you he so many alternatives once I hope to discuss cost & price.? ? I believe so many alternatives eager to do business with you. X X X(customer name) is very good customer. But I don't think these alternatives know your exact requirement very well. Also I don't think you will be satisfied with them finally. We are not very big company in commercial air conditioner field. but we are very professional. we can understand customer's requirement soon and are willing to improvements continuely.??I am confident our ability of service. It is not easy to find alternative who are the same ability of understanding, communcation, R&D, service willing etc. in China. Come back new order. we he two solutions for your reference. 1.??Please try to do business with alternative. if I try to hold you back from alternative, maybe you always think others better than Bill and X X X ( our company name). so please try.??Our door open to you forever. Please come back to us if you find alternative more trouble finally.??aslo please contact me if you he some problem when you cooperate with alternatives in the future even we no do business. 2. Another solution for your consideration.??You still place this order to us. we just try to make sure EER??is 2.9.??we don't make other new improvement.??and price no change.??after this order, please try to do business with alternative. If you he other solution, please tell me. I will consider it seriously. anywhere, for our cooperation, I always hope you happy. Best Regards, Bill 客人到邮件后， 立即给我来写了如下邮件： Bill Thank you for your e-mail and comments. I think we can continue to work together. I would, however, like to see you in Australia soon. My suggested solution is we will agree to the price increases you he requested if you accept our claim for credit for warranty. In the spirit of our co-operation, I think this will show that X X X(customer name) and??X X ( our company name )are trusted long term partners who can continue to work together to build our businesses and solve any problems as they arise. As you know we will also want to be ordering 18kW units for the first time from X X X ( our company name ) in the near future so I hope that you will give this proposal fourable consideration. Regards Robert