My client took 4 months to pay, and the contract had a hidden “claim clause” — how I got through this Singapore fastener order？
Key Takeaways
A real case study of Singapore offshore fastener procurement, from inquiry to delivery spanning 6 months
The client is an experienced procurement engineer who raised professional requirements including API 20E certification and EN 10204 3.1 certificates from the start
Complete documentation of technical assessment, contract negotiation, payment coordination, and after-sales service
Suitable for fastener suppliers, export sales professionals, and offshore project procurement personnel
1. Client Background & Inquiry
Client Information: Singapore-based enterprise, China procurement manager
Product: Fasteners — Hex Head Bolt Set
Application: Offshore project maintenance consumables
Client Information: Singapore-based enterprise, China procurement manager
Product: Fasteners — Hex Head Bolt Set
Application: Offshore project maintenance consumables
Inquiry Date: November 10, 2025
The Singapore office sent an inquiry.
The Singapore office sent an inquiry.
After we quoted, the client-clearly an experienced procurement professional or engineer-asked three questions:
1. Can you provide Mill Test Certificates EN 10204 3.1?
2. Does your company have API 20E certification for ASME A193 B7 hex head bolts?
3. Have you supplied these materials for fastener before? Can you share some offshore project case references?
1. Can you provide Mill Test Certificates EN 10204 3.1?
2. Does your company have API 20E certification for ASME A193 B7 hex head bolts?
3. Have you supplied these materials for fastener before? Can you share some offshore project case references?
Industry Context: EN 10204 3.1 is an EU-standard material certificate requiring an independent third-party inspection report for each batch, traceable to the heat number.
API 20E is an American Petroleum Institute certification for bolts, nuts, and other fasteners- a hard threshold for entering oil & gas and offshore projects.
Overseas buyers eliminate the highest percentage of suppliers during the technical assessment stage, and many are screened out at this step.
2. Technical Assessment: Winning Trust with Professional Responses
Facing such professional questions, our job was to answer each one carefully-that's the only way to give the client confidence in us.
Facing such professional questions, our job was to answer each one carefully-that's the only way to give the client confidence in us.
I attached our API certificate and some of our company's past fastener project references.
For a month, the client went silent, always telling me there was no feedback.
I figured this was the period when the client was doing background checks and comparing suppliers on price, quality, and service.
3. Turning Point: Call from China Office
On December 18, 2025, I received a call from the client's China office. I think we stood out among the suppliers.
On December 18, 2025, I received a call from the client's China office. I think we stood out among the suppliers.
The client asked me to provide a sample Mill Test Certificate EN 10204 3.1 for ASME A193 B7 HEX BOLT.
After that, I switched to WeChat communication with the procurement contact at the client's China office.
On December 24, the client asked me to change the previous quote from USD to RMB including tax.
After that, the client went silent for a long time. During this period, I followed up frequently, asking if there were any updates.
The client's answer was always "about to order, about to order.
" At this point, I understood that the procurement rhythm of large engineering projects is never a fast-paced presto — it's a slow adagio requiring patience.
The procurement gears turn slowly with the project's main shaft, so I calmed down and waited patiently.
4. Contract Negotiation: Disagreements & Coordination
On January 27, 2026, the client sent a new inquiry — additional fastener requirements for the same maintenance project, including the previous inquiry.
On January 27, 2026, the client sent a new inquiry — additional fastener requirements for the same maintenance project, including the previous inquiry.
The client told me to quote them together and place the order together.
Next, there were quite a few disagreements and adjustments during the contract process:
1) Confusion Between Quotation and Contract
I first made a quotation for the client, but the client mistook it for the contract and asked me to change it to a Chinese quotation.
1) Confusion Between Quotation and Contract
I first made a quotation for the client, but the client mistook it for the contract and asked me to change it to a Chinese quotation.
2) Negotiation on Contract Detail Level
Since the contract is both parties’ proof and production standard, I listed details including product standards, materials, coatings, etc.
Since the contract is both parties’ proof and production standard, I listed details including product standards, materials, coatings, etc.
But the client said their company requires quoting based on how invoices are issued, thinking my contract was too complex-they only needed product name&specification.
My adjustment was to tell the client that production is mainly based on the contract, and material, coating and standards must be marked.
We could put this important information in the remarks column for both parties to confirm.
3) Coordination on Invoice-Before-Payment
The client required invoicing before payment, which our company normally doesn't do.
The client required invoicing before payment, which our company normally doesn't do.
But the client repeatedly asked me to coordinate, as their company has a mandatory requirement.
I first communicated with my supervisor to see if it was feasible.
The client told me that after invoicing and their payment, we would then arrange production.
Based on trust in the client and to build a good first cooperation, we finally agreed.
4) Discount and Rounding
The client asked for a discount and rounding down.
The client asked for a discount and rounding down.
The adjustment amount was small-just consider it making a friend.
5) Major Contract Revision
The client made major revisions to my contract, adding many of their company's standard clauses.
The client made major revisions to my contract, adding many of their company's standard clauses.
As I'm still new to foreign trade at that time, some clauses looked scary.
Although we have absolute confidence in our products, seeing clauses about claims
and lawsuits made me think the profit from this order wouldn't be enough to cover even a tiny bit of trouble...
It felt like signing this contract meant taking on huge responsibility.
I told my supervisor about this concern.
His answer was to proceed with the client.
He told me these are normal standard clauses, don't worry, but change the contract signing location to Xiamen.
The client agreed. Finally, we stamped the contract with our red seal.
5. Production & Delivery: Details Decide Success
March 2, 2026: Specification Error Discovered
After the Chinese New Year, since I hadn't reviewed my work for a while, I went through the contract and inquiry again.
After the Chinese New Year, since I hadn't reviewed my work for a while, I went through the contract and inquiry again.
I found that item 10 the client wrote was stud bolt M6*12 A4-80, but the standard was written as hex head standard.
I had previously quoted uniformly according to the standard.
So I went back to confirm with the client, who replied it was a fully threaded stud and they had written the wrong standard number at the time.
Our stock only had M6*20 A2-70 — M6*12 is really too small.
The client suggested buying from Taobao and asked me to screen for them.
I thought this was what we should do, but I also told the client in advance that we cannot guarantee Taobao's quality
— I could only try to find products with quality certificates and performance grade markings.
March 19, 2026: Payment Received, Checklist Verified
The client paid. I checked the product list with production and found that the spring washer was written with material ASTM F436,
The client paid. I checked the product list with production and found that the spring washer was written with material ASTM F436,
but F436 is the standard for flat washers.
It might have been a clerical error by the client.
After the client confirmed they wanted spring washers, we directly changed the material to carbon steel.
April 20, 2026: Proactive Shipping Update
Approaching the delivery date, I proactively informed the client about the goods status and estimated shipping time to give them peace of mind.
Approaching the delivery date, I proactively informed the client about the goods status and estimated shipping time to give them peace of mind.
May 15, 2026: Delivery & After-Sales
The client contacted me saying the products were missing spring washers.
The client contacted me saying the products were missing spring washers.
I had carefully checked every item twice before shipping — there shouldn't have been any omission.
From the client's tone, they themselves were a bit confused and had forgotten about this inquiry.
So I called directly, told them not to worry, to check again, and if they really couldn't find it, we would replenish it.
In our joint verification, it turned out two identical flat washers were packed in one bag, so they thought the other half was missing.
The client even praised our careful packaging.
On the same day, I organized all Mill Test Certificates EN 10204 3.1 for the twenty products,
categorized them, packaged them, and sent them to the client. The client praised me.
Received Positive Customer Rebiews
"Details determine quality, and our customers are full of praise for our meticulous packaging! Each bag of products comes with a dedicated label, clearly indicating the product name (e.g., DIN 933), specifications (e.g., M10*30), material (e.g., A4-80), and quantity. This makes it convenient for customers to use directly for warehousing, saving them the trouble of secondary sorting."
6. Case Summary: Four Key Success Factors for Offshore Fastener Orders
1. Product Quality Passed
The client's engineer reviewed our Mill Test Certificates EN 10204 3.1 samples.
The client's engineer reviewed our Mill Test Certificates EN 10204 3.1 samples.
Offshore projects have extremely high material traceability requirements — EN 10204 3.1 certificates are the basic threshold.
2. Patience
This project's cycle ran from November last year and didn't finalize until February 2026.
This project's cycle ran from November last year and didn't finalize until February 2026.
Large project cycles are long. During this period, I kept in constant communication with the client, showing how much we valued this cooperation.
3. Good Service Attitude
This client had many questions and areas needing coordination.
This client had many questions and areas needing coordination.
We did our best to satisfy the client's requirements and give them a better procurement experience.
4. Professional Response Capability
From API 20E certification to EN 10204 3.1 certificates, from ASME A193 B7 standards to ASTM F436 materials,
From API 20E certification to EN 10204 3.1 certificates, from ASME A193 B7 standards to ASTM F436 materials,
every professional question needed an accurate answer to pass the client's technical assessment.
FAQ
Q1: What certifications are required for offshore fasteners?
A: Typically API 20E certification (for bolts, nuts, etc.), EN 10204 3.1 material certificates, and compliance with standards such as ASME A193 B7.
Q1: What certifications are required for offshore fasteners?
A: Typically API 20E certification (for bolts, nuts, etc.), EN 10204 3.1 material certificates, and compliance with standards such as ASME A193 B7.
Specific requirements depend on the project location and owner specifications.
Q2: What is the difference between EN 10204 3.1 and 2.2 certificates?
A: EN 10204 3.1 requires an independent third-party inspection report for each batch, traceable to the heat number;
A: EN 10204 3.1 requires an independent third-party inspection report for each batch, traceable to the heat number;
2.2 is only a supplier's declaration of conformity.
Offshore projects typically require 3.1 certificates.
Q3: What applications are ASME A193 B7 bolts suitable for?
A: A193 B7 is an alloy steel bolt standard for high-temperature and high-pressure environments, widely used in petrochemical,
A: A193 B7 is an alloy steel bolt standard for high-temperature and high-pressure environments, widely used in petrochemical,
offshore platform, valve flange connections, and similar applications.
Q4: How long is a typical offshore project procurement cycle?
A: From inquiry to delivery, typically 3-6 months; larger projects may take longer.
A: From inquiry to delivery, typically 3-6 months; larger projects may take longer.
Technical assessment and supplier background checks take the most time upfront.
Q5: How to choose an offshore fastener supplier?
A: Key considerations: ① API 20E or equivalent certifications; ② EN 10204 3.1 certificate capability; ③ Offshore project case references; ④ Complete and traceable quality documentation.
A: Key considerations: ① API 20E or equivalent certifications; ② EN 10204 3.1 certificate capability; ③ Offshore project case references; ④ Complete and traceable quality documentation.
About Us
We are a fastener manufacturer and exporter specializing in hex head bolts, studs, washers, and more, widely used in petrochemical, offshore platforms, energy equipment, and other industries. Our company holds API 20E certification, can provide EN 10204 3.1 material certificates, and our products comply with ASME, ASTM, DIN, and other international standards.
We are a fastener manufacturer and exporter specializing in hex head bolts, studs, washers, and more, widely used in petrochemical, offshore platforms, energy equipment, and other industries. Our company holds API 20E certification, can provide EN 10204 3.1 material certificates, and our products comply with ASME, ASTM, DIN, and other international standards.
For inquiries about ASME A193 B7 hex head bolts or offshore fastener solutions, please contact us. WhatsApp: +86 15985833169
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