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“General Presentation on Consip” Angela Russo, International Cooperation Projects, Consip Sp. A Santiago, December “General Presentation on Consip” Angela Russo, International Cooperation Projects, Consip Sp. A Santiago, December 12, 2016 Classificazione: Consip internal

2 Establishment, Mission and Role Establishment: Consip Sp. A is a public stock company 2 Establishment, Mission and Role Establishment: Consip Sp. A 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 51% 84% Women Graduated Consip: mission, role, activities Classificazione: Consip public

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

4 Financing model Central procurement - Program for the rationalizations of public spending on 4 Financing model Central procurement - Program for the rationalizations of public spending on G&S v Consip is still mainly funded through the budget of the central government, on the basis of a specific agreement between Consip and the MEF v 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 v 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 costrecovery basis, with specific public entities, and acts as a contracting authority on their behalf Consip: mission, role, activities Classificazione: Consip public

5 The Italian Public Administration: a complex scenario ITALY § § Population: ca 60 5 The Italian Public Administration: a complex scenario ITALY § § Population: ca 60 mln PA employees: 3. 400. 000 Contracting Authorities: 32. 000 ca. € 130 bln expenditure on G&S in 2014 CENTRAL GOVERNMENT § Ministries: 13 LOCAL GOVERNMENT Regions: 20 Provinces: 110 Municipalities: 8. 101 Tutorial system: Ø Universities: 94 Ø Schools: >10. 000 § Health Sector: >300 § § INDUSTRY § > 4. 000 Enterprises § 98% are SMEs Public Spending Optimization through EPROCUREMENT Where We Started From: public procurement system Classificazione: Consip internal public

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

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

8 Introduction to the Program for the Rationalization of public spending • Launched with 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 enhance efficiency (Framework Contracts, Electronic Marketplace and Framework Agreements, Dynamic Purchasing System) COMPETITION TRANSPARENCY INNOVATION PROGRAM FOR THE RATIONALIZA TION OF PUBLIC SPENDING Where We Started From: public procurement system Classificazione: Consip internal public

9 The Program for the Rationalization of public spending: the framework • MEF plays 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 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 Classificazione: Consip internal public

10 2015 Main KPIs Covered expenditure 40, 1 Bln/€ Total value of orders issued 10 2015 Main KPIs Covered expenditure 40, 1 Bln/€ Total value of orders issued (around 60% is for SMEs) 55. 000 Number of business firms (SMEs 52000) 66. 000 Public Buyers 7, 0 Bln/€ 714. 000 Direct savings ca 17% (ISTAT) Contracts 450. 000 Electronic invoices Classificazione: Consip public

11 Main National Public Procurement KPIs Consip Program for the Rationalization National Public Procurement 11 Main National Public Procurement KPIs Consip Program for the Rationalization National Public Procurement 15. 000 CONTRACTING AUTHORITIES 36. 000 CONTRACTING AUTHORITIES 55. 000 FIRMS 3 MLN FIRMS 7 MIO/€ EXPENDITURE FOR GOODS AND SERVICES 94 MIO/€ EXPENDITURE FOR GOODS AND SERVICES 714. 000 CONTRACTS FOR GOODS AND SERVICES 4, 5 MLN CONTRACTS FOR GOODS AND SERVICES Centralizing purchasing Unified governance Digitalization Classificazione: Consip public

12 Consip’s Public User (mandatory or voluntary regime) More or less 36, 000 contracting 12 Consip’s Public User (mandatory or voluntary regime) More or less 36, 000 contracting authorities (ANAC 2014 Report) Ø Central Government organisations Ø Health Sector Ø Regional /Local organisations Ø Schools Framework Contracts Framework Agreements MEPA Dynamic Purchasing system Central Administrations Mandatory Faculty Health Sector PAs Mandatory Region/Local PAs Faculty Mandatory Faculty Schools Mandatory Faculty The mandatory use of purchasing tools* *For specific categories, such as ICT, Energy , ect- established by Law- use of CPB’s purchasing tools are however mandatory Classificazione: Consip public

13 Main product/service categories available Goods & Services Energy & Utilities Healthcare Territory ICT 13 Main product/service categories available Goods & Services Energy & Utilities Healthcare Territory ICT TLC Beni e Servizi Energia e Utilities Sanità Territorio IT TLC 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 § Transport/ Mobility services § Vehicles § Furniture § Events § Catering & Food Services § Stationery § Press Review § Consultancy § Insurance § Training § Postal Services § § § 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 Classificazione: Consip public

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

15 Where we started from FIRST: Implementing the Program for the Rationalization of Public 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 Needs Development Tender strategy Tender Documentation Publication Practice Bids evaluation Award Activation Management Promotion (initiative promotion, CRM) Litigation management IT business, e-procurement platform Coordination and Governance Collecting Requirements and demand qualification Process and timing simplification -Improvement of suppliers contract management -Support to CAs Classificazione: Consip public

16 How We Moved Ahead… Choosing the appropriate e. Procurement tool Me. PA Customised 16 How We Moved Ahead… Choosing the appropriate e. Procurement tool Me. PA Customised Dynamic Purchasing System Buy side Standard Framework Agreements Framework contracts 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 Classificazione: Consip internal public

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

18 How We Moved Ahead… …matching between tools and roles • Consip as a 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) Framework Contracts (FCs) Framework Agreements (FAs) Above/ Below OJEU Threshold Market Maker - Manager Dynamic Purchasing System (DPS) e-Marketplace (MEPA) Below OJEU Threshold Above/Below OJEU Threshold How We Moved Ahead Classificazione: Consip internal public

19 How We Moved Ahead… …matching tools, roles and services provided… Several and different 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 – Market Maker e. Tenders Framework Agreements Framework Contracts Call for competition Direct Order DPS E-Invoicing MEPA Asp Tender Catalogue PA Direct order Request for quotation Call for competition How We Moved Ahead Classificazione: Consip public CRM services Consip – Contracting Authority

20 How We Are Moving Further Ahead… In Italy purchases can be made at 20 How We Are Moving Further Ahead… In Italy purchases can be made at different levels of aggregation There exists: 1. Approx. 36, 000 contracting authorities (ANAC 2014 report) 2. 21 Central Purchasing bodies at the regional level 3. 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) Classificazione: Consip public

21 How We Are Moving Further Ahead… Law 66/2014, Art. 9 – Steps undertaken 21 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 22 nd of July 2015 defined the list of the procurement aggregators. The Deliberation of ANAC n. 784 of the 20 th of July 2016 revised the list DEFINITION OF THE CRITERIA AND ALLOCATION OF THE FUND FOR THE PROCUREMENT AGGREGATORS Decree of the 16 th of December 2015 and Resolution of the 26 th of February 2016 Classificazione: Consip public

22 Law 66/2014, Art. 9 – Steps undertaken (2/3) 2 The institution of a 22 Law 66/2014, Art. 9 – Steps undertaken (2/3) 2 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 Classificazione: Consip public

23 How We Are Moving Further Ahead… Procurement aggregators Classificazione: Consip internal public 23 How We Are Moving Further Ahead… Procurement aggregators Classificazione: Consip internal public

24 Qualification system of CAs (art. 38 of the new PP code) ANAC sets 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 40. 000. Recourse to CPBs, procurement aggregators or joint procurement for nonqualified CAs. Classificazione: Consip internal public

25 Support and Assistance USERS QUALFIIED TO THE SYSTEM P. A. 49, 815 33, 25 Support and Assistance USERS QUALFIIED TO THE SYSTEM P. A. 49, 815 33, 752 66. 000 66, 678 PUBLIC BUYERS 57, 527 QUALIFIED USERS BY SEGMENT 35, 183 2010 2011 2012 LOCAL AUTHORITIES 2013 2014 UNIVERSITIES STATE HEALTH TOTAL 41. 057 29, 306 3. 509 19. 957 2. 155 66. 678 2015 FIRMS & PROFESSIONALS 55. 000 BUSINESS USERS (MOSTLY SMEs) 55, 118 REGION (HEADQUARTERS) 37, 343 23, 248 5, 958 7, 124 2011 2012 2013 2014 NORTHWEST ISLANDS CENTER SOUTH TOTAL 12. 766 8, 845 2010 NORTHEAST 13. 592 5. 526 12. 689 10. 545 55. 118 2015 HOW TO REACH OUT TO PUBLIC USERS Classificazione: Consip public

26 Support and Assistance Structured relationship activities with the users (Customer Relationship Management) PROMOTION 26 Support and Assistance Structured relationship activities with the users (Customer Relationship Management) PROMOTION On the services offered by the Program TRAINING SUPPORT On e-procurement processes and tools 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 Classificazione: Consip public

27 Support and Assistance Relationship model: activities are diversified according to the target and 27 Support and Assistance Relationship model: activities are diversified according to the target and to the goals to achieve ACCOUNT 20 MANAGEMENT SEGMENT Relationship management and direct contacts with the most important PA Communication to all users with mass marketing channels SUPPORTED P. A. ALL P. A. ~ 250 PA Almost total coverage of the central structure LOCAL AUTHORITIES ~ 14. 000 P-A. ~ 11. 000 Schools ~ 250 Strategic P. A. (Direct coverage) HEALTH ~ 280 health units SSR Almost total coverage of the central structure UNIVERSITY SUPPORTED P. A. MASS MARKETING 10 ALL P. A. ~ 70 Universities + consortia Almost total coverage of the central structure (Central Public Administration) HOW TO REACH OUT TO PUBLIC USERS Classificazione: Consip public

28 Support and Assistance With the aim of increasing territorial support, ad hoc collaborations 28 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. “PUNTO PA” Training&Support Points CONSIP POINTS MILAN TURIN HOW TO REACH OUT TO PUBLIC USERS PALERMO Classificazione: Consip public -----

29 ONGOING ACTIVITIES Support and Assistance PROMOTION § Account Mang. activities § Local events 29 ONGOING ACTIVITIES Support and Assistance PROMOTION § Account Mang. activities § Local events § Meetings § Newsletter § E-mail marketing § Portal tools TRAINING § Local Training events SUPPORT § Specialized Support meetings SU PP OR PA TED § Contact Center § Portal tools (videos, guides, FAQs, Help contextual) § YOUTUBE AL LP A § Training Events at Consip § Online Training events § Local Training events § Training Events at Consip CUSTOMER CARE: Customer Satisfaction Survey, claims analysis HOW TO REACH OUT TO PUBLIC USERS Classificazione: Consip public

30 ONGOING ACTIVITIES Support and Assistance PROMOTION TRAINING § Project «Sportelli in Rete» § 30 ONGOING ACTIVITIES Support and Assistance PROMOTION TRAINING § Project «Sportelli in Rete» § Local events at Chambers of Commerce or PA premises § Local press campaigns § Visibility on web sites of suppliers associations § Local Training events at Trade associations and Chambers of Commerce § Training «Sportelli in Rete» (Training to trainers) § Newsletter § Portal tools § On line Training events § Local Training events § Training events at Consip SUPPORT § 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 CUSTOMER CARE: Customer Satisfaction Survey, claims analysis HOW TO REACH OUT TO PUBLIC USERS Classificazione: Consip public M UL TI PL IE RS M M AR AS KE S TI NG

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