1. Fifth Edition A.Y.2009/10

2. Index ■ Why a Master in Procurement Management? ■ Three training streams ■ Objectives ■ Why get trained at Tor Vergata? ■ The learning path ■ The program ■ The training areas ■ The Stage ■ Exams and admission ■ Tutoring ■ The players involved ■ The Executive Committee ■ How to know more about it

3. Why a Master in Procurement Management? Procurement systems are undergoing deep changes both in the large corporations and in the Public Administration. The Italian market shows a significant demand for adequate professionalism in the area of Procurement, with expertise both in the up-to-date business organizational structures and in the related technological systems. The University of Rome “Tor Vergata” was awarded with the “MEF Consip Master in e-Procurement” prize, following its participation to the competitive tender announced by the Ministry of Economy and Finance (MEF) and Consip in 2004, and reserved to Italian universities, to set up a Master in e-procurement. After three years in developing curricula and competences, the Master is now even more oriented to match the demands for strategic and interdisciplinary training coming from the market. Hence the new denomination, “Master in Procurement Management - Procurement and Contracts” with three new streams: public administration stream; private sector stream; and military sector stream. We are currently waiting for the approval of an English-taught Master in Procurement Management for the countries of the Caribbean area.

4. The Three Training Streams Since this edition, the Master in Procurement Management will have three main training streams: The stream for Public Administration; The stream for Defence; The stream for Supply Chain in private sector purchases; These three streams are structured with one part in common, but each stream has in-depth specializations on its own, with sector testimonies and focuses on the non interdisciplinary themes.

5. Objectives The Master in Procurement Management (2nd level) suits the need of: ■ creating professionals in procurement management, able to operate both in the private and public sector; ■ enriching the professional profiles experienced in e-commerce; ■ providing for opportunities for professional growth to bright and motivated students; developing up-to-date managerial skills. The Master aims to train profiles able to find solutions to those problems which come up in highly dynamic contexts relating to technology and markets, in which creativity and leadership talents should be blended with the capacity of tackling complex problems of strategic, managerial and organizational kinds. A special emphasis is placed on professional ethics.

6. The Faculty of Economics of Tor Vergata University is recognized worldwide as a Centre of Excellence on Procurement. The Faculty has recently hosted the II° International Public Procurement Conference, with participants from more than 75 countries all around the world. Gustavo Piga and Giancarlo Spagnolo (president of Consip, Director of Consip’s Research office from 2002 to 2005), lecturers of the Master, are the authors of the “Handbook of Procurement”, published by the Cambridge University Press (with Professor Nicola Dimitri, University of Siena), cited by the European Parliement at the workshop held in Bruxelles on the 6 of March 2006. (http://www.economia.uniroma2.it/public/files/eprocurement/link_articolo.pdf ) The Department of Economics and Institutions has gained international reputation for its training activities on Procurement: in the 2006, under the auspices of the European Commission several Training Modules on Public Contracts were delivered to Senior Officials from the Albanian, Bosnian, Lithuanian and Montenegrin Government by the Department, in collaboration with the following Institutions: supervisory authority of public contracts, Antitrust Authority (Autorità Garante della Concorrenza e del Mercato), CONSIP, National Centre regulating IT in the Public Administrations.. Why train at Tor Vergata

7. The Learning Path The learning path is structured in: 10 Training Areas (of 1-month length each, including 1-week in class learning and 3-week on-line learning) and a stage with a period of min. 3 months within a relevant private or state-owned company. Training methodologies are oriented to facilitate working students. The training workload, is equal to 60 credits, consists of: 300 hours of frontal lessons (30 hours each month, lessons are held within one week only from Monday to Friday); 200 hours of on-line training, stage: 500 hours. Other expected learning tools: advanced seminars; case studies, with the aim of presenting real problems and showing the more adequate strategies to solve them; computer lab activities and exercises; discussion groups.

8. The Program The Program consists the following Training Areas (T.A.): ■ Ethics & Procurement ■ Private Contracts ■ Procurement Law* ■ Public Contracts* ■ Economic Theory Applied to Auction ■ Security & Procurement ■Corporate Procurement: Strategy and Management ■ The Purchasing Function – planning, management and spending control ■The Purchasing Function – building up supplier relationship ■ Negotiation Techniques** ■ Logistics and Inventory Management** ■ E Procurement * modules only for the stream of Public Administration ** modules only for the stream of supply chain in private sector purchases

9. ■Business Ethics ■The organization of Institutions ■The green initiatives ■Conflict interests ■Ethics Issues and the D.Lgs.231/01 Objectives and Goals: This module analyzes the importance of ethical behavior applied in the relationship with suppliers, by showing the economical and legal effects they had on the management of firms and institutions. moreover, we will deal with issues of inherent conflict of interests,which may come out between the head of purchasing department and the suppliers, and in the end, identify the most suitable instruments to manage this kind of conflicts. T.A.: Ethics & Procurement

10. ■Public Private Partnerships ■Project Finance ■Public Contracts: typicalness and speciality ■Case study: ACP Objectives and Goals: The objective of this module is to examine the regulatory framework at both community and national level in terms of Public Private Partnerships, and in the light of the main changes introduced due to the approval of public contract code and its subsequent modifications. Particular attentions will be drawn on public contracts, on major changes about procedures in choosing contractors, and on some models of Public Private Partnership: project finance, public work grants, mixed firms, general contractors. T.A.: Public Contracts

11. T.A.: Private Contracts ■General discipline of contracts ■Procurement contracts ■Drafting international contracts Objectives and Goals: The module, starting from the illustration of the general discipline of contracts, delves into the discipline of procurement contracts both typical and atypical, reviewing the practice and the legal rules in force at the international level allowing the professional, since the initial phase of a private negotiation within the procurement domain, also cross-border, to control risks and preserve the peculiar interests of such system.

12. T.A.: Procurement Law  Procurement Procedures  Public Contract Legislation  Procedures and Legislation Objectives and Goals: The training objective of this module is to provide a theoretical grounding on the subject of public contracts by introducing the general principles and the main provisions of the current legislation, especially after the issuing of the new code on public contracts. This theoretical grounding is accompanied by an accurate examination of the operational and procedural arrangements concerning the telematic purchasing methods. Particular attention is drawn to the forthcoming new Regulations on public contracts.

13. T.A.: Corporate Procurement: Strategy and Management  Supply Chain and Business Management  Supply Chain management  Integration with internal clients and suppliers  The SCOR model  The SCM in defence sector: experiences gained Objectives and Goals: The management of the complexity of building, connecting and managing a network of systems, including supply, production, distribution and client interfaces, which is the supply chain, requests: –Understanding of the market, and acquisitions; –Logistic and production advantages; –Attention in the organizational structure planning; –Relationships Management with internals and externals; –Mastery of tools offered by technology. These competences, whose improvement is core of this module, are established from two prospects: the basics of strategy and organization to manage the advantages and the tools of supply chain integration, which are necessary to understand the system dynamics, the models and the managerial tools which considers purchases as the kick-starter of the performance improvement. Procurement is an issue pertaining to business management for long time overlooked. Its current reappraisal comes from several concomitant factors: The progressive business de-verticalization, which boosts the responsibility left to suppliers in the value chain The impact of new information technologies, which have allowed to establish new kinds of partnership among suppliers The continuous growing trend toward cost reduction, which necessarily involves the overall supply-chain.

14. T.A.: Security & Procurement ■Security and ICT ■Data mining ■The Code of the Digital Administration ■The centred-network defence system Objectives and Goals: The main objective if this course is to provide an accurate and critical knowledge of the role and the value of privacy, confidentiality, and the data security at the digital age. Since the privacy is a complex and inconsistent concept, this course aims at presenting and joining technical, economical, legal, and public policy prospects, with particular attention on issues in the eProcurement sector.

15. T.A.: The Purchasing Function: planning, management and spending control ■Spending management and economic analysis of supply ■Spending management processes ■Control and audit methodologies ■Purchasing strategy practices: the GPP (Green Public Procurement) ■Negotiation practices: telecom services case Objectives and Goals: At the end of this module participants will have improved their skills to analyse the supply market in order to take advantage of its opportunities in an optimal way, so that the company goals are matched. They will better know how to make procurement according to the settled specifications and by the requirements, under the more favourable terms and within the allotted budget. They will have learnt the methods, techniques and tools of control specific to the purchasing function to assess and monitor the spending management. They will have got through two relevant case studies.

16. T.A.: The Purchasing Function: building up suppliers relationship ■Sourcing and supplier management ■Supplier management consip ■Purchasing marketing ■Techniques and methods in developing relationships in a monopoly condition ■Supply chain management ■Supplier relationships ■Risky supplier management ■The vendor rating ■Quality management ■Case studies Objectives and Goals: the scope of this module is to provide necessary cultural tools, and face the problems in quality, reliability, stability of supply relationships, through a number of suppliers selected and the evaluation on their performances. 70% of the costs in a firm and 50% of the costs in Public Administrations are caused by the external purchases on the market. This conditions the achievement of the operational and economical objectives, making it depending very much on the suitability of the network of suppliers. In other words, depending on their capacity, quality, stability, their efficiency,their interaction in the supply chain, and their individual performances. therefore, it is necessary to select accurately the suppliers and monitor their performances. For a firm, this means to carry out a effective process of sourcing and qualification, and the use of vendor rating as a tool of supplier development; while for the public administrations, it means to define suitable strategies in selecting bidders in call for tenders, and use vendor rating tools in the contracts in order to support the incentive mechanism of performance levels.

17. T.A.: Economic Theory for Competitive Tenders  Economy of the public procurement markets;  Economic analysis of the markets;  Case study in designing the competitive procedure;  Strategic interaction elements  Economic analysis of the framework agreements  IT and statistical tool for market analysis Objectives and Goals: Provide a framework of the most innovative strategic aspects of public procurement. Provide basic tools for the economic analysis of the competitive dynamics, the antitrust interventions, with particular preference to competitive tenders. Provide a theoretical framework to analyse the Framework Agreements. Provide basic tools for the elaboration and statistic analysis using data collected from the firm database.

18. T.A.: Negotiation Techniques The negotiation: what is it? What is it for? General negotiation principles Communication and negotiation attitude Negotiation methodologies Conflict management The closure of bargaining and the agreements control Objectives and Goals: Negotiation is a daily activity that we carry out with or without awareness in both private and working environments. This course addresses at the professionals in the purchasing function who need to a superior knowledge of both processes and tools in order to manage excellently the negotiation activity and to achieve efficiently and effectively important results for the organization. This course puts the goal of explaining methods, tools to structure, plan and manage efficiently the wholenegotiation process starting from the field strengths, moreover, it assists to obtain main knowledge about the suitable ways of communication and the relationships to structure a personal improvement path. In the use of negotiation techniques, we will explain the strategies and crucial tactics to transform conflicts into cooperation, besides the different ways of mediation helping to settle between the parties. in this way we can build new lasting and efficient relationships.

19. T.A.: Logistics and Inventory Management Logistics Production programs - the approaches Production programs - MRP Inventory management Just in time production Agile supply chain Performance based logistics Objectives and Goals: Provides a reference frame of general logistical-operative contest, in which internal procurement activities are carried out. Provides the tools for understanding the production demands which the purchase function is called to satisfy in terms of reliability and quality, not only based on the competitiveness of purchasing prices. Provides basic references on the inventory management and on the criticality of a careful management of working capital. Analyzes the most recent evolutions in the logistic approaches. Verifies the impacts on the purchase functions caused by innovative logistic agreements from the opportunity and risk valuation’s point of view.

20. T.A.: E Procurement ■Centralization and E-proc ■E-proc and Management ■E-proc and Law ■Purchase center governance ■The OGC-UK case study Objectives and Goals: The management of procedures for the award of public work contracts represents one of the areas with more intense modernizations in the public administration. The large number of regulatory interventions, both at national level and European level, have weighted heavily on the procedures applied in the public evidence. The following general aim is to promote a larger employment of new information technology and telecommunication. after a general placement on the electronic public contracts, one would analyze, first of all, the new community tools acknowledged by the Code of public contracts (d. lgs. 163/2006): electronic auction techniques, dynamic purchasing systems, and the application of electronic tools in public contracts. One should evaluate the impact of such changes on the existing discipline in the e-procurement content (d.P.R.101/2002) with particular concerns at electronic auctions and the framework agreements. one should pay attention to two important changes introduced by the Code: the commission centers and the framework agreements. Such institutions, already present according to the national orders (consip), surely represent some instruments among the most complex and dragging ones in the modernization process of Public Administration procurement. At the end of this course, includes a practical parte with case study analysis (e- procurement carried out from the President of the Council of Ministers)

21. Stage ■ The stage within a relevant private or state-owned company is considered an essential applied part of the learning path. The core of the stage is the specific study of a significant theoretical or practical situation. ■ The stage involves carrying out a Project Work. ■ The stage is granted to all participants. ■ Stages are held within a network of Companies/Public Administrations-Agencies pertinent to the Master in Procurement Management.

22. Exams and Admission Exams ■ At the end of each Training Area students must take the relative exam to verify the learning process. At the end of this Master program, students must submit a paper on their experience during the stage, which will be part of the final assessment. Admission ■ A university degree under old university system or a specialistic degree is required to apply to this Master. ■ For the academic year 2008/9 the tuition fees for the Master amount to € 5.700. ■ Financial aid, at the Executive Committee discretion and based on merit, is available in the form of total or partial refund of the tuition fees.

23. Tutoring The classroom tutor: ■ ensures the accessibility to the classes and the availability of learning and back up material. ■ participates in all the teaching classes. ■ keeps a good communicative relationship between Students and Professors. On line tutoring ■ensures the effectiveness of the training program, supporting students in administrative, technical and contents issues, with the aim of favouring the learning and evaluation process. ■ continuously monitors the learning process and the attainment of the stated objectives.

24. The Players involved Faculty of Economics The Faculty enjoys a relevant experience in post-lauream and specialistic teaching: the teaching offer consists of 21 Masters (1 st and 2 nd level) and 9 research doctorates. Several international and national conferences are held in the Faculty. In the last 4 years the Faculty has been ranked first or second among the Italian Faculties of Economics for its quality level (Repubblica-Censis). Faculty of Law Post-lauream teaching includes several research doctorates and training and specialization courses. The Faculty is particularly concerned with supplying dynamic profiles needed by the outside world, organizing conferences, seminars and supplemental courses taught by eminent professors coming from foreign universities too or by managers from both private and public sectors. Faculty of Engineering The Faculty offers, as post-lauream programs, 13 research doctorates, several masters and training and specialization courses. These are intended as a flexible and versatile tool of professional education, designed to meet the very specialistic needs of the industrial sector, the service sector and the R & D sector. IAD School (Distance Learning)

25. Executive Committee Director Prof. Gustavo Piga Scientific Committee Prof. Alessandro Acquisti Prof. Angelo Clarizia Dott. Giancarlo Del Bufalo Prof. Elisabetta Iossa Prof. Tommaso Valletti Dott.ssa Giuseppina Baffi Executive Committee Prof. Gustavo Piga Prof. Simone Borra, Vice Director Prof. Michele Bagella Prof. Luca Gnan Prof. Corrado Cerruti Prof. Luciano Hinna Prof. Gustavo Olivieri Prof. ssa Paola Paniccia Prof. Aristide Police Prof. Aurelio Oronzo Simone Prof. Giancarlo Spagnolo Dott. Riccardo Colangelo Dott. Michele Guarino Ing. Paolo Labombarda

26. How to know more about it Information Director Prof. Gustavo Piga Administration office and teaching classes of the Master in e-Procurement: Department of Economics and Institutions, Faculty of Economics, University of Rome “Tor Vergata”, Via Columbia 2, 00133 Rome; tel. +39 06/72595715 - Ms. Roberta Marta fax: 06/2020500 Administration office for Specialization Courses Tel 06/72592003-2005 e-mail: master.procurement@uniroma2.it web site: www.economia.uniroma2.it/procurement How to reach us: www.economia.uniroma2.it/nuovo/facoltà/dove.asp

27. SPONSOR 5 th EDITION