1. PRIMA © PRIMA Consortium All Rights Reserved 1 PRIMA Project Project funded by the EC under the Information Society Technology - 1998/2002 News ways of working and electronic commerce Duration : 24 months 9 Partners, 4 Countries

2. PRIMA © PRIMA Consortium All Rights Reserved 2 Project RIsk MAnagement European Partners (France, Spain, Greece & Italy) Alcatel Space Industries University of Toulouse 1 ( Department of “Sciences Sociales pour l’Ingénieur” ) CR2A-DI ( Software house specialised in the use of IC technologies ) AICIA ( Andalusian Association for Research and Industrial Co-operation ) SAINCO ( Manufacture and assembly of industrial process control and monitoring instruments. Integrated into ABENGOA, most important Spanish industrial consortium ) NTUA ( National Technical University of Athens - Mechanical Engineering Department ) HCSA ( Hellenic Company for Space Applications - Established by Alenia Aerospazio Spa & Comersa Ldt ) Politecnico di Milano ( Mechanical Department ) Snamprogetti ( Chemical and biological company - Integrated into ENI Group )

3. PRIMA © PRIMA Consortium All Rights Reserved 3 Project RIsk MAnagement PRIMA Objectives Method and software for : capitalise, estimate and organise risks to improve the competitive value during Request For Proposal phase

4. PRIMA © PRIMA Consortium All Rights Reserved 4 Project RIsk MAnagement

5. PRIMA © PRIMA Consortium All Rights Reserved 5 PRIMA Method

6. PRIMA © PRIMA Consortium All Rights Reserved 6 PRIMA Method Knowledge Risk Management & Knowledge DataBase Request For Proposal Analysis Bid / No Bid Bid Proposal External Risks (Experience / Knowledge) Internal Risks (Experience / Knowledge)

7. PRIMA © PRIMA Consortium All Rights Reserved 7 Project RIsk MAnagement Functionalities :  Project risks management  Decision Support System  Corporate Knowledge Management Users :  Project managers  Technical staff  Financial staff...

8. PRIMA © PRIMA Consortium All Rights Reserved 8 Project Interests For Company Continuous Improvement  Inserts risk management in the RFP phase  Supports a management plan including the risks management at the beginning of the contract  Conducts a documentation on the risks associated with the projects  Organizes the experience/knowledge return

9. PRIMA © PRIMA Consortium All Rights Reserved 9 Risk Definition  Risk Scale : Positive : Opportunities Negative : Threats  Risk Nature : External : incurred customers / market / environment Internal : to keep under control products / process / resources

10. PRIMA © PRIMA Consortium All Rights Reserved 10 Project Risk Management  The toolkit will help the bid manager : to focus on industrial risk management to take into account the market or environment risk to make the risk acceptable to the customer External risk Market or environment risk Assessment : Risk exposure for the company. Technical solution criticality and danger for the enterprise Assessment : Risk acceptability by the customer or the environment. Technical solution criticality and danger for the customer or the environment Trade-off Internal risk Industrial or technical risk Risks?

11. PRIMA © PRIMA Consortium All Rights Reserved 11 Decision Support System Improvements  Bid / No bid & Make or Buy  Support to bid construction (rapid evaluation)  Technical solution choice support : evaluation and comparison through risk assessment  Co-operative work during bid construction process  Company position systematic evaluation at a high level of visibility and integration

12. PRIMA © PRIMA Consortium All Rights Reserved 12 Corporate Knowledge Management Company referential building  Installs the Method to get knowledge capitalization to develop the company memory towards business  Organizes the corporate business memory

13. PRIMA © PRIMA Consortium All Rights Reserved 13 Corporate Knowledge Management Company memory and knowledge capitalization  Acquisition status : distributed unstructured knowledge making difficult a systematic use  Classification data language (common and unifying pivot language) ontology of objects, processes, adapted actions established from existing practice  Know-how and experience capitalization from bid project managers gathered by project groups organized by the memory administrator

14. PRIMA © PRIMA Consortium All Rights Reserved 14 Conclusion : Business Impact Measures  Bid efficiency : Proposal preparation time : about 10% of average decrease Bidding price : about 5% of average decrease  Bid quality : 5% of critical items identified  Bid resources : 5% of reduction of human resources to deliver a proposal  Company position : 5% reduction of the distance of competitive value from competitors ….. (Comparative measurement with and without PRIMA)