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1
“General Presentation on Consip”
Angela Russo, International Cooperation Projects, Consip SpA
Santiago, December 12, 2016
Classificazione: Consip internal
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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
51%
84%
Women
Graduated
Consip: mission, role, activities
Classificazione: Consip public
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Consip’s Core Activities
CENTRAL
PROCUREMENT
Implementation of the
“Program for the
rationalization of public
spending on G&S”
Aim
PUBLIC FINANCE TOOL
(impact on prices)
VERTICAL
PROCUREMENT
OTHER AREAS
Support to individual
administrations
Respond to specific tasks
assigned by law such as
support the Digital
Administration
EFFICIENCY AND INNOVATION TOOL
(impact on processes)
Consip: mission, role, activities
Classificazione: Consip public
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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 costrecovery basis, with specific public entities, and acts as a contracting authority on their
behalf
Consip: mission, role, activities
Classificazione: Consip public
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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:
 Universities: 94
 Schools: >10.000
 Health Sector: >300
INDUSTRY
 > 4.000.000 Enterprises
 98% are SMEs
Public Spending Optimization through
EPROCUREMENT
Where We Started From: public procurement system
Classificazione: Consip public
internal
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Consip’s Organization
BOARD
President
CEO
MEMBER
Internal Audit
Transparency Unit
Secretariat Board
ICT
Sourcing
Administration and
Control
Human Resources and
Organization
Legal
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
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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
eProcurement
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
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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
RATIONALIZA
TION OF
PUBLIC
SPENDING
Where We Started From: public procurement system
Classificazione: Consip public
internal
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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
Classificazione: Consip public
internal
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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
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
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Consip’s Public User (mandatory or voluntary regime)
More or less 36,000 contracting authorities (ANAC 2014 Report)
 Central Government organisations
 Health Sector
 Regional /Local organisations
 Schools
Framework
Contracts
Framework
Agreements
MEPA
Dynamic
Purchasing
system
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
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
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Main product/service categories available
Goods & Services
Energy & Utilities
Healthcare
Territory
ICT
TLC
Beni e Servizi
Energia e Utilities
Sanità
Territorio
IT
TLC
 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





Fuels
Electricity
Energy Efficiency
Gas
Heating oil






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
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Our National Approach…
National eProcurement 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
 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
Below EU threshold
Above/Below EU
Purchases within frame
contracts
 Large volumes
 Demand aggregation
 Standardized goods
 Low price volatility
Above/Below EU Threshold
Where We Started From: public procurement system
Classificazione: Consip public
internal
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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
Management
Activation
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 eProcurement tool
MePA
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 public
internal
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How We Moved Ahead…
Evolution of Consip’s role – Mature stage
Consip role
MePA
Dynamic
Purchasing System
«Market
Maker»
Framework Agreements
«Awarding
Authority»
Framework
contracts
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
Classificazione: Consip public
internal
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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 public
internal
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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
eTenders
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
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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
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
Classificazione: Consip public
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 public
internal
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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 public
internal
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Support and Assistance
USERS QUALFIIED TO THE SYSTEM
P.A.
49,815
33,752
2010
29,306
2011
66.000
66,678
57,527
QUALIFIED USERS BY SEGMENT
35,183
2012
2013
PUBLIC BUYERS
2014
LOCAL
AUTHORITIES
UNIVERSITIES
STATE
HEALTH
TOTAL
41.057
3.509
19.957
2.155
66.678
2015
FIRMS & PROFESSIONALS
55.000
BUSINESS USERS (MOSTLY SMEs)
55,118
37,343
REGION (HEADQUARTERS)
23,248
5,958
7,124
8,845
2010
2011
2012
2013
2014
NORTHEAST
NORTHWEST
ISLANDS
CENTER
SOUTH
TOTAL
12.766
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
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
Classificazione: Consip public
27
Support and Assistance
Relationship model: activities are diversified according to the target and to the goals to achieve
ACCOUNT
20
MANAGEMENT
Relationship
management and direct
contacts with the most
important PA
SEGMENT
MASS MARKETING
10
Communication to
all users with mass
marketing channels
ALL P.A.
SUPPORTED
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
~ 70 Universities +
consortia
Almost total
coverage of the
central structure
CPA
SUPPORTED
P.A.
ALL P.A.
(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 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
-----
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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
 Training Events at Consip
 Online Training events
 Local Training events
 Training Events at Consip
 Contact Center
 Portal tools (videos,
guides, FAQs, Help
contextual)
 YOUTUBE
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»
 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
 On line Training events
 Portal tools
 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
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 public
internal