1. Angela Russo, International Cooperation Projects, Consip SpA
“General Presentation on Consip”
Angela Russo, International Cooperation Projects, Consip SpA
Santiago, December 12,

2. Establishment, Mission and Role
Establishment: Consip SpA is a public stock company set up in 1997 and entirely owned by the Italian Ministry of Economy and Finance (MEF), its sole shareholder
Mission: make the use of public resources more efficient and transparent, by providing tools and skills, to public administrations, in order to allow them to perform public purchases and at the same time stimulate a competitive participation of enterprises to public tenders
Role: Consip acts according to an “in house ” model; it is a public company in house to all central state administrations and, consequently, it can act as central purchasing body for these administrations, as an essential part of its activities.
The remaining part of its activities consists in providing specific services to other and specific public entities.
344
N° of employees 43
Average age
84%
Graduated
51%
Women
Consip: mission, role, activities

3. Support to individual administrations
Consip’s Core Activities
Implementation of the “Program for the rationalization of public spending on G&S”
Support to individual administrations
Respond to specific tasks assigned by law such as support the Digital Administration
CENTRAL PROCUREMENT
VERTICAL PROCUREMENT
OTHER AREAS
FOCUS
PUBLIC FINANCE TOOL
(impact on prices)
EFFICIENCY AND INNOVATION TOOL
(impact on processes)
Aim
Consip: mission, role, activities

4. Financing model
Central procurement - Program for the rationalizations of public spending on G&S
Consip is still mainly funded through the budget of the central government, on the basis of a specific agreement between Consip and the MEF
Since January 2014, the adoption of “transaction fees” from the suppliers’ turnover is undergoing (in 2015 ca. 4% of Consip’s financing source derived from the fee)
Vertical procurement
In addition - according to art. 29 of law by decree 201/2011 and of other provisions that allow Consip to perform in its quality of CPB - Consip stipulates agreements, on a cost-recovery basis, with specific public entities, and acts as a contracting authority on their behalf
Consip: mission, role, activities

5. The Italian Public Administration: a complex scenario
ITALY
Population: ca 60 mln
PA employees:
Contracting Authorities:
ca. € 130 bln expenditure on G&S in 2014
CENTRAL GOVERNMENT
Ministries: 13
LOCAL GOVERNMENT
Regions: 20
Provinces: 110
Municipalities: 8.101
Tutorial system:
Universities: 94
Schools: >10.000
Health Sector: >300
INDUSTRY
> Enterprises
98% are SMEs
Public Spending Optimization through EPROCUREMENT
Where We Started From: public procurement system

6. Consip’s Organization
BOARD
President
CEO
MEMBER
Internal Audit
Transparency Unit
Secretariat Board
Administration and Control
Human Resources and Organization
Internal Monitoring Body
Legal
Operations Support
ICT
Sourcing
Service and Utility
Sourcing
Program for the Rationalization of public spending
PA Project
Consip: mission, role, activities

7. SUPPORT FROM OTHER DIVISIONS
Consip
Public Procurement & Sourcing Divisions – CPB -
PUBLIC PROCUREMENT
SOURCING
Promotion vs CAs
Staff
IT G&S
Healthcare G&S
GPP
eProcurement Solutions
Real Estate & Services to the territory
Planning and Monitoring
TLC G&S and Solutions
Services Strategies & Management
ENERGY & UTILITY
SUPPORT FROM OTHER DIVISIONS
International Cooperation
Legal
Department
R&D
Unit
Public Procurement & Sourcing Divisions

8. Introduction to the Program for the Rationalization of public spending
Launched with the 2000 Budget Law with the aim of optimizing public purchases of goods and services and developing provisioning models based on new processes and technologies
Public purchasing bodies structured according to private sector models / governance of MEF
Use of mechanisms capable to aggregate demand and enhance efficiency (Framework Contracts, Electronic Marketplace and Framework Agreements, Dynamic Purchasing System)
COMPETITION
TRANSPARENCY
INNOVATION
PROGRAM FOR THE RATIONALIZATION OF PUBLIC SPENDING
Where We Started From: public procurement system

9. The Program for the Rationalization of public spending: the framework
MEF plays a policymaking and coordinating role and defines the Program’s guidelines
Consip analyzes the demand and supply markets, develops purchasing initiatives and provides purchasing know-how and consultancy services
Public Bodies and Enterprises benefit from the use of the tools provided and cooperate in the identification of quantity and quality requirements
the Oversight Authorities (AGCM, AGCOM, etc.) ensure, within their specific responsibilities, the compliance of purchasing initiatives with the principles of transparency and competition.
Where We Started From: public procurement system

10. 2015 Main KPIs 40,1 Bln/€ 7,0 Bln/€ ca 17% (ISTAT) 55.000 66.000
Covered expenditure
7,0 Bln/€
ca 17% (ISTAT)
Total value of orders issued (around 60%
is for SMEs)
Direct
savings
Number of business firms
(SMEs 52000)
55.000
Public Buyers
66.000
Electronic invoices
Contracts

11. Main National Public Procurement KPIs
Consip Program for the Rationalization
National Public Procurement
15.000
CONTRACTING AUTHORITIES
36.000
CONTRACTING AUTHORITIES
Centralizing purchasing
55.000
FIRMS
3 MLN
FIRMS
Unified governance
7 MIO/€
EXPENDITURE FOR GOODS AND SERVICES
94 MIO/€
EXPENDITURE FOR GOODS AND SERVICES
Digitalization
CONTRACTS FOR GOODS AND SERVICES
4,5 MLN
CONTRACTS FOR GOODS AND SERVICES

12. Consip’s Public User (mandatory or voluntary regime)
More or less 36,000 contracting authorities (ANAC Report)
Central Government organisations
Health Sector
Regional /Local organisations
Schools
Framework Contracts
Framework Agreements
MEPA
Dynamic Purchasing system
The mandatory use of purchasing tools*
Central Administrations
Mandatory
Mandatory
Mandatory
Faculty
Health Sector PAs
Mandatory
Mandatory
Mandatory
Mandatory
Region/Local PAs
Faculty
Faculty
Mandatory
Faculty
Schools
Mandatory
Faculty
Mandatory
Faculty
*For specific categories, such as ICT, Energy , ect- established by Law- use of CPB’s purchasing tools are however mandatory

13. Main product/service categories available
Goods & Services
Energy & Utilities
Healthcare
Territory
ICT
TLC
Beni e Servizi
Energia e Utilities
Sanità
Territorio IT
TLC
Transport/
Mobility services
Vehicles
Furniture
Events
Catering & Food Services
Stationery
Press Review
Consultancy
Insurance
Training
Postal Services
Fuels
Electricity
Energy Efficiency
Gas
Heating oil
Needles & Syringes
Medical Equipment
Goods & Services for Healthcare
Drugs
Cleaning Services for the NHS
Medical Gloves
Facility management
Waste Management
Electrical Equipment
Maintenance Services
Cleaning Services
Transportation Services
Street lighting
Maintenance works
Printers
Photocopiers
SW licenses
Pc & tablets
Servers
Application Services
IT Systems Services
Cloud services
Enterprise IP Telephony
Contact center
Telephony
Video Surveillance
Connectivity
NEW
Where We Started From: public procurement system

14. Framework Contracts (FC) eshops Above/Below EU Threshold
Our National Approach… National eProcurement Platform: a Comprehensive Set of Purchasing Tools
Eprocurement portal -
2000
2002
2004
2010/2012
Framework Contracts (FC) eshops
On line FC
e-Marketplace -MEPA
FA and DPS
Purchases within frame contracts
Large volumes
Demand aggregation
Standardized goods
Low price volatility
Direct order or RFQ
Low cost goods
Spot purchasing
Highly fragmented offer
ecatalogue
On-line tenders in a structured and managed environment (two-stage procedures)
Standardised procedures for commonly used goods & services with customisation
Above/Below EU Threshold
Below EU threshold
Above/Below EU
Where We Started From: public procurement system

15. Where we started from FIRST: Implementing the Program for the Rationalization of Public Spending
CONSIP’S focus
Upstream Services
Procurement Process
Downstream Services
Design, management and program management of tender Conditions
Analysis
Development
Practice
Needs
Tender strategy
Tender Documentation
Publication
Bids
evaluation
Award Activation
Management
Promotion (initiative promotion, CRM)
Litigation management
IT business, e-procurement platform
Coordination and Governance
Collecting Requirements and demand qualification
-Improvement of suppliers contract management
-Support to CAs
Process and timing simplification

16. How We Moved Ahead… Choosing the appropriate eProcurement tool
MePA
Dynamic Purchasing System
Customised
Framework Agreements
Buy side
Framework contracts
Standard
Concentrated
Standardized
Supply side
Fragmented
Specialised
The adoption of different tools is related to the market (buy and supply side) characteristics
How We Moved Ahead

17. How We Moved Ahead… Evolution of Consip’s role – Mature stage
MePA
Consip role
Dynamic Purchasing System
«Market Maker»
Framework Agreements
Framework contracts
«Awarding Authority»
Greater autonomy for the buyer
Greater participation of SMEs
The adoption of new eProcurement tools calls for a strategic change in Consip’s role and capacity
How We Moved Ahead

18. How We Moved Ahead… …matching between tools and roles
Consip as a CPB plays two different roles: contracting authority and Market Maker
Contracting Authority (CA)
Market Maker - Manager
Dynamic Purchasing System (DPS)
Framework Contracts (FCs)
Framework
Agreements (FAs)
e-Marketplace (MEPA)
Below OJEU Threshold
Above/Below OJEU Threshold
Above/ Below OJEU Threshold
How We Moved Ahead

19. How We Moved Ahead… …matching tools, roles and services provided…
Several and different e-Tools are available on the platform «Acquistinrete» to purchase goods and services
Consip – Contracting Authority
Consip – Market Maker
eTenders
MEPA
DPS
Framework Agreements
Framework Contracts
E-Invoicing
CRM services PA
Asp Tender
Call for competition
Direct Order
Direct order
Request for quotation
Call for competition
Catalogue
How We Moved Ahead

20. How We Are Moving Further Ahead…
In Italy purchases can be made at different levels of aggregation
There exists:
Approx. 36,000 contracting authorities (ANAC 2014 report)
21 Central Purchasing bodies at the regional level
A single Central Purchasing Body (CPB) at the national level: Consip S.p.A.
Law 66/2014 established a permanent group of “public procurement aggregators” to be populated by a plurality of subjects: Consip, the regional CPBs, selected buyers (f.e. metropolitan cities)

21. Law 66/2014, Art. 9 – Steps undertaken
How We Are Moving Further Ahead…
Law 66/2014, Art. 9 – Steps undertaken 1
The institution of a list of max 35 procurement aggregators composed by (nowadays 32 aggregators):
Consip S.p.a.
Central Purchasing bodies at the regional level
Selected buyers (f.e. metropolitan cities)
Updates
DEFINITION OF THE LIST OF THE PROCUREMENT AGGREGATORS
The Determination of ANAC’s Board of the 22nd of July 2015 defined the list of the procurement aggregators. The Deliberation of ANAC n. 784 of the 20th of July 2016 revised the list
DEFINITION OF THE CRITERIA AND ALLOCATION OF THE FUND FOR THE PROCUREMENT AGGREGATORS
Decree of the 16th of December 2015 and Resolution of the 26th of February 2016

22. Law 66/2014, Art. 9 – Steps undertaken (2/3)
The institution of a permanent technical working table (TWT) composed by the procurement aggregators.
Updates
The Table has been working since July 2015.
The role:
Assure coordinated planning activities
Strengthen the capacity of needs forecast
Gather data on the needs expressed by public administrations
Definition of common methodologies and languages
Construction of a common and complete database in order to provide information to policy makers
Monitoring of the effects of demand aggregation
Definition and circulation of best practices
Promotion of eprocurement

23. How We Are Moving Further Ahead…
Procurement aggregators

24. Qualification system of CAs (art. 38 of the new PP code)
ANAC sets up the list of the qualified CAs, herein automatically including Consip and regional CPBs.
CAs qualified on the basis of basic and additional requirements:
-Basic: organization, internal structure, skills of employees, training of employees, respect of terms of payment etc.
-Additional: quality certifications , number of complaints, use of electronic means of communications, use of social and environmental criteria etc.
Qualification mandatory requested for purchases above
Recourse to CPBs, procurement aggregators or joint procurement for non-qualified CAs.

25. QUALIFIED USERS BY SEGMENT REGION (HEADQUARTERS)
Support and Assistance
USERS QUALFIIED TO THE SYSTEM
P.A.
PUBLIC BUYERS
2012
2013
2014
2015
2011
2010
QUALIFIED USERS BY SEGMENT
LOCAL AUTHORITIES
UNIVERSITIES
STATE
HEALTH
TOTAL
41.057
3.509
19.957
2.155
66.678
BUSINESS USERS (MOSTLY SMEs)
FIRMS & PROFESSIONALS
2012
2013
2014
2015
2011
2010
REGION (HEADQUARTERS)
NORTH-EAST
NORTH-WEST
ISLANDS
CENTER
SOUTH
TOTAL
12.766
13.592
5.526
12.689
10.545
55.118
HOW TO REACH OUT TO PUBLIC USERS

26. Support and Assistance
Structured relationship activities with the users (Customer Relationship Management)
PROMOTION
On the services offered by the Program
TRAINING
On e-procurement processes and tools
SUPPORT
at all stages of the procurement process
CUSTOMER CARE: in order to attract and “KEEP” the user and increase its satisfaction
HOW TO REACH OUT TO PUBLIC USERS

27. (Central Public Administration)
Support and Assistance
Relationship model: activities are diversified according to the target and to the goals to achieve
SEGMENT
ALL P.A.
SUPPORTED P.A.
CPA
(Central Public Administration)
~ 250 PA
Almost total coverage of the central structure
LOCAL AUTHORITIES
~ P-A.
~ Schools
~ 250 Strategic P.A.
(Direct coverage)
HEALTH
~ 280 health units SSR
UNIVERSITY
~ 70 Universities + consortia
ACCOUNT
MANAGEMENT 20
ALL P.A.
Relationship management and direct contacts with the most important PA
SUPPORTED
P.A.
MASS MARKETING 10
Communication to all users with mass marketing channels
HOW TO REACH OUT TO PUBLIC USERS

28. Training&Support Points
Support and Assistance
With the aim of increasing territorial support, ad hoc collaborations have been set up with Institutions willing to support the communication activity on the Program (like ANCI, Federsanità, etc .. ).
As part of a wider strategy, aimed at providing effective support and assistance at a local level both on the use of public procurement initiatives and on the use of the eprocurement platform, Consip has already opened the first 3 Training&Support Points and plans to further increase their number.
CONSIP POINTS
MILAN
TURIN
PALERMO
-----
“PUNTO PA”
Training&Support Points
HOW TO REACH OUT TO PUBLIC USERS

29. CUSTOMER CARE: Customer Satisfaction Survey, claims analysis
Support and Assistance
ONGOING ACTIVITIES
PROMOTION
TRAINING
SUPPORT
Account Mang. activities
Local events
Meetings
Newsletter
marketing
Portal tools
Local Training events
Training Events at Consip
Online Training events
Specialized Support meetings
Contact Center
Portal tools (videos, guides, FAQs, Help contextual)
YOUTUBE
SUPPORTED PA
ALL PA
CUSTOMER CARE: Customer Satisfaction Survey, claims analysis
HOW TO REACH OUT TO PUBLIC USERS

30. CUSTOMER CARE: Customer Satisfaction Survey, claims analysis
Support and Assistance
ONGOING ACTIVITIES
PROMOTION
TRAINING
SUPPORT
Project «Sportelli in Rete»
Local events at Chambers of Commerce or PA premises
Local press campaigns
Visibility on web sites of suppliers associations
Newsletter
Portal tools
Local Training events at Trade associations and Chambers of Commerce
Training «Sportelli in Rete» (Training to trainers)
On line Training events
Local Training events
Training events at Consip
Working tables with suppliers Associations
Problem solving
Support to businesses through «Sportelli in rete»
Specialized Support to the through «Sportelli in Rete» from Consip
Contact Center
Portal tools
MULTIPLIERS
MASS
MARKETING
CUSTOMER CARE: Customer Satisfaction Survey, claims analysis
HOW TO REACH OUT TO PUBLIC USERS

31. How to Support Businesses: Supplier Training Desks2 2 13 19 19 18
Today all main Enterprises Associations
are involved
280 desks are operating across
the Italian territory and in every Region 3 19 31 11 5 5 6 2 5 6 1 18 8 19