1. Luca Mastrogregori Head of e-Procurement Strategies Consip Spa luca.mastrogregori@consip.it Tirana, 23 May 2012 The Italian e-Procurement System

2. Status of eprocurement in Italy: role of the operators 20042005200620072008 252 Mln 76 Mln 1232 Mln 1141 Mln 2009 5096 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%

3. 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 - www.acquistinretepa.it 2000 2002 2004 2011 results transaction value 2.600 mln € orders num. 78.000 active buyers 11.000 2011 results transaction value 2.600 mln € orders num. 78.000 active buyers 11.000 2011 results trans. value 240 mln € orders num. 74.000 active buyers 5.600 2011 results trans. value 240 mln € orders num. 74.000 active buyers 5.600 2010/2012  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

4. 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

5. 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

6. MEPA – Main Results Achieved 2004200520062007200820092010 N. orders: 20% RfQ Value orders: 67% RfQ Average value:  RfQ: 10.800 €  Direct Order: 1.500 € Demand Active buyers5401.1001.2552.7484.2885.0705.339 Enterprises  72% micro (<10 )  21% small  6% medium  2% big Enterprises on line 3095978681.1562.0883.0274.556 Catalogues on line 3247711.1461.8093.6925.406 6.640 Articles on line 113.207190.484226.748332.465540.0001.331.915 1.490.818 Offer value (M€) number 8,329,838,283,6172,2230,6254,2 3.1439.67711.46828.17363.24572.79677.132 % growth vs previous year - 259%28%119%106%34% - 208%19%146%124%15% 243 74.397 Orders 2011 10% 6% % growth vs previous year 5.100 6.300 1.190.000 5.600 -4% *

7. 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

8. 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

9. 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

10. 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 CRMemailDWHDMSAdmin Users

11. 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 2000 2005 2008 2011