Luca Mastrogregori

Head of e-Procurement Strategies

Consip Spa

luca.mastrogregori@consip.it

Tirana, 23 May 2012

The Italian e-Procurement System

Status of eprocurement in Italy: role of the operators

2004 2005 2006 2007 2008

252 Mln76 Mln

1232 Mln 1141 Mln

2009

5096 Mln

3220 Mln

2386 Mln

2050 Mln

660 Mln Private Operators

Regions and otherPublic operators

Consip

2010 Results of the Observatory on eProcurement in PA - School of Management – Politecnico of Milan

+ 58%

3

eshopseshops e-Marketplace -

MEPA e-Marketplace -

MEPA

Purchases within frame contracts

§ Large volumes§ Demand

aggregation§ Standardized goods§ Low price volatility

On line tendersOn 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 ۥ orders num.

74.000• active buyers

5.600

2011 results • trans. value 240

mln ۥ 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 FAs and DPS

Above and Below

NFCs = National Framework Contracts / FAs = Framework Agreements / DPS = Dynamic Purchasing System

Direct purchase

Request for Quotation

Public user Supplier

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

FurnituresIT HW and

SWStationery

Surgical instrument

s

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

2004 2005 2006 2007 2008 2009 2010

N. orders: 20% RfQ

Value orders: 67% RfQ

Average value: RfQ: 10.800 € Direct Order: 1.500

€

Demand

Active buyers 540 1.100 1.255 2.748 4.288 5.070 5.339

Enterprises

72% micro (<10 )

21% small

6% medium

2% big

Enterprises on line

309 597 868 1.156 2.088 3.027 4.556

Catalogues on line

324 771 1.146 1.809 3.692 5.406 6.640

Articles on line

113.207 190.484 226.748 332.465 540.000 1.331.9151.490.818

Offer

value (M€)

number

8,3 29,8 38,2 83,6 172,2 230,6 254,2

3.143 9.677 11.468 28.173 63.245 72.796 77.132

% growth vs previous year

-

259% 28% 119% 106% 34%

-

208% 19% 146% 124% 15%

243

74.397

Orders2011

10%

6%% growth vs previous year

5.100

6.300

1.190.000

5.600

-4% *

-4% *

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 supplierwith negotiation

Framework Agreement

Dynamic Purchasing

System

Framework Contracts

1 supplierfixed condition

MEPA

mult. suppliersfixed conditions

mult. supplierswith negotiationBuy side

New e-Proc tools adoption calls for a strategic change in Consip’s role and capabilities

Greater

Consip role

• “

MA

RK

ET

MA

KER

”

• “

Aw

ard

ing

Auth

ori

ty“

Evolution of Consip’s role

Demand side1 supplierwith negotiation

Framework Agreement

Dynamic Purchasing

System

Framework Contracts

1 supplierfixed condition

MEPA

mult. suppliersfixed conditions

mult. supplierswith negotiation

Buyer authonomy

9

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

The new platform functional architecture

•New application architecture

•Flexibility and scalebility

•Web 2.0

•Portal e search engine oriented

•Accessibility

Portal

registration Catalogue mgmt

Orders Negotiation

CONNECTED WITH

CRM email DWH DMS Admin

Users

11

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