最近在处理新能源项目（主要是光伏和风电）的出质保事宜，深刻体会到，虽说都是新能源但是实际处理起来需要采取完全不一样的应对措施。最根本的还是因为两类项目技术复杂程度不一样，光伏技术相对简单，处理起来不那么难，准入性相对低，但是风电不一样，风机非常容易出现缺陷，一旦在质保结束前出现缺陷，那么这将会是对承包商和供应商的多重考验，而且这种时候，往往业主已经不会完全信任承包商或者供应商当方面的意见，需要的是找一个第三方检测公司介入，一旦这类事情发生，出质保将会变得异常困难。
如果没有太多项目实操经验，常规我会认为提前2-3个月和业主把出质保的相关事宜谈起来，这样的话，留足够的时间处理后续可能存在的争议。
目前操作下来，保险起见，最好专人跟进提前6个月跟业主对接起来，这样才能保证在出质保前期把一些争议的点尽量聊清楚，即便最后需要延长质保，也仅仅是针对有缺陷的部分，而不是全部，降低承包商风险。
引用了一些日常对话，觉得比较有借鉴意义。专人跟进，留出足够的时间给厂家，给业主做最终inspection，然后也让各方有足够的时间去谈判周旋，这样最好的结果是在质保期结束前达成缺陷及需要延长质保的金额及范围，这样技能满足业主的要求，也能把承包商的风险降到最低。双赢。这是做生意及商务必须要追求的终极目标。
1. 我们按合同提前发Notice或者letter给业主，通知我们的质保责任已结束，请其签发release certificate；2. 作为回应，若满足条件了，对方可以签发release certificate，但若对方认为我们有缺陷未消除，不能签发release certificate，那么双方应该：a. 商议解决方案，如果可以快速达成和解，那么和解，出质保（比如以给备件等方式达成和解），签发release certificate; b. 如果双方没有办法快速达成一致，那么我方必须再发函，说清楚，或者双方签署会议纪要说清楚，延期质保保函的目的，仅为覆盖a\b\c等争议设备，其他的全场以出质保(如为我方发函，那么对方也要确认，我觉得最好会议纪要）。我方不能：在未达成b的情况下，直接延期保函，这种情况下，未来如果一旦有新的设备问题，比如我们现在风机的齿轮箱，主轴的缺陷，算质保呢，还是不算？请你们考虑清楚。
你延续保函，实际上并未说清楚这个，那么，一旦有延续的保函在业主手里了，未来，加入持续发生缺陷，那么，说不清楚，业主会认为，这是我们延期了全场质保，是质保责任，我方不处理，对方可以兑付我们保函，对承包商来说，还有得选择吗？比如，这些项目，为什么要延长质保保函，双方必须说清楚，落实到会议纪要，不能给业主简单延期了保函了事。否则，未来保函有效期的问题都是我们的。
合同里面是您说的这样流程哈。实操起来在未达成b的情况一般质保保函也快到期了（按照合同业主在保函到期前28天就要兑换保函，且考虑院内和集团保函流程比较长，我们需要提前较早的提前走流程），业主就会威胁我们兑换保函，考虑业主直接兑了保函影响更大，只能被迫先和业主沟通保函减值和延期保函，同时和业主函件、纪要等方式都去沟通彻底解决质保问题。
保函延期，自己有个预判，需要延期的，不行提前延期，但是，在原来保函到期之前，必须达成一致，否则一个都跑不掉。大家知道这些业主有多赖，多难缠。
这个项目是有特殊情况，之前跟业主谈过，lender的检查是在保函过期左右。如果我们不延期，业主有权对保函了。
兑保函，都是这么说。某个业主也威胁要兑我们保函，一开始要延期全额，最后延了300万，我们内部商量的。好在后来这个保函失效了，业主也没有追我们，这是关于EPC的责任没有履行完。质保保函，实际上也到期了，最终大家通过会议纪要明确了质保保函的覆盖责任，那么我们的风险就降低很多了。
再放一个例子：(业主威胁兑付保函的时候，应该怎么处理。非常好的一个案例）
Client:
Dear Sir, we sent this letter to your team last week and it was also copied to you too. Regretfully it is noted that our bank didn't receive any such extension as of now and they have sent us the final call for encashment.
FYI Please.
Please note that it is clearly mentioned at point no. 6 that the amount so encashed, shall be kept as security deposit and the shall be refunded, once the performance obligations are completed or the bank will receive the extension of bond.
Contractor:
hi Sir, I had already booked my flight to Karachi on 4th January and planned to meet with you on 5th January, 2024 to discuss all pending issues. OEM team will also be with me by that time. I hope you do not encash the bond, which will have an impact for us for sure for our future business. I had a meeting with our procurement team this morning regarding pending spare parts, which we are committed to supply even without a bond there. Please not encash the bond and lets discuss on 5th January and see further. I can even issue you a new bond after our meeting on 5th January, but I can not extend the bond now because of time limitation.
When you are available today in office, lets talk. I think the trust between you and me is there, we had handled all issues in June meeting.
Our colleague person in charge should already approached your team for fixing meetings on 5th January. SGRE senior management will also be with me for that meeting.
Sir, please you manage not to encash the bond. I will come to handle this with you. Encash a bond for us will harm our reputation. Better you manage not to. Rest lets discuss on 6th January. While if you encash the bond, it will be very difficult for me to work out anything with you, but all legally/contractually/officially. Hope you understand that impact.
I do believe the pending spare is less than 300k USD value, which most of them under delivery. I checked this morning.I do believe the pending spare is less than 300k USD value, which most of them under delivery. I checked this morning.
Client:
Dear Sir,
Thank you very much for postive communications from your side. We have a great respect for your goodself. In view of difficulties that may arise for you incase the bond is encashed, we trust your words and the assurances provided are being taken positively. We will make efforts to persuade the Lenders not to encash the bond and will convey your assurances to them that you will provide a fresh bond in case the need may arise. We look forward to our meeting dated January 06, 2024 to resolve the matters amicably.
Please note that it is not only the matter of spares but there are other open items that need to be resolved with commitments during our upcoming meeting.
Sure. I understand. I planned this trip with OEM and trying to resolve all those pending issues with you.
