Luca Mastrogregori Head of e-Procurement Strategies Consip Spa Tirana, 23 May 2012 The Italian e-Procurement System

Status of eprocurement in Italy: role of the operators Mln 76 Mln 1232 Mln 1141 Mln Mln 3220 Mln 2386 Mln 2050 Mln 660 Mln Private Operators Regions and other Public operators Consip 2010 Results of the Observatory on eProcurement in PA - School of Management – Politecnico of Milan + 58%

2 eshops e-Marketplace - MEPA  Purchases within frame contracts  Large volumes  Demand aggregation  Standardized goods  Low price volatility On line tenders  Frame contracts or ASP  Large volumes  Demand aggregation  Standard /Specialized goods  High price volatility  Direct order or RFQ  Low cost goods  Spot purchasing  Highly fragmented offer  ecatalogue Above and Below EU Threshold Only Below Consip’s eProcurement system Eprocurement portal results transaction value mln € orders num active buyers results transaction value mln € orders num active buyers results trans. value 240 mln € orders num active buyers results trans. value 240 mln € orders num active buyers /2012  On-line tenders in a structured and managed environment (two-stage procedures)  Standardised procedures for commonly used goods & services with customisation FAs and DPS Above and Below NFCs = National Framework Contracts / FAs = Framework Agreements / DPS = Dynamic Purchasing System

Direct purchase Request for Quotation Public userSupplier The PA Marketplace: buying options Public users may buy in 2 different ways: making a direct purchase selecting goods and services from the catalogue negotiating the product quality and service levels with qualified suppliers (Request for Quotation), handling on-line the entire purchasing process and digitally signing the order

Available product categories Furnitures IT HW and SW Stationery Surgical instruments Individual protection devices Electric maint. svcs Training & Education svcs Elevators maint. svcs Gas providing svcs Electric material and air condit. equip. Cleaning products Print & Copy equipment Laboratory equipment TLC products Office cleaning svcs Office and road signals

MEPA – Main Results Achieved N. orders: 20% RfQ Value orders: 67% RfQ Average value:  RfQ: €  Direct Order: € Demand Active buyers Enterprises  72% micro (<10 )  21% small  6% medium  2% big Enterprises on line Catalogues on line Articles on line Offer value (M€) number 8,329,838,283,6172,2230,6254, % growth vs previous year - 259%28%119%106%34% - 208%19%146%124%15% Orders % 6% % growth vs previous year % *

Supply side … Demand side Standard Customised Concentrated Standardized Fragmented Specialised The adoption of different tools is related to the market (buy and supply side) characteristics Wider offering of e-Proc tools More business opportunities for SME’s trough e-procurement Choosing the appropriate e-Proc tool 1 supplier with negotiation Framework Agreement Dynamic Purchasing System FrameworkContracts 1 supplier fixed condition MEPA mult. suppliers fixed conditions mult. suppliers with negotiation Buy side

New e-Proc tools adoption calls for a strategic change in Consip’s role and capabilities Greater Consip role “MARKET MAKER” “Awarding Authority “ Evolution of Consip’s role Demand side 1 supplier with negotiation Framework Agreement Dynamic Purchasing System FrameworkContracts 1 supplier fixed condition MEPA mult. suppliers fixed conditions mult. suppliers with negotiation Buyer authonomy

8 A new “custom” e-procurement Platform for a key role of Consip “Users’ oriented system” development and management Service Customization and Integration Back-end optimization User Assistance and Support From Central Awarding Authority eproc “market maker” Change Management driver to

9 The new platform functional architecture New application architecture Flexibility and scalebility Web 2.0 Portal e search engine oriented Accessibility Portal registration Catalogue mgmt OrdersNegotiation CONNECTED WITH CRM DWHDMSAdmin Users

10 A change in the implementation approach Evolution in: – Legislation – Users needs – Technology Full outsourcing Insourcing HW & base SW Insourcing Application SW New e-proc platform