Consip and SMEs
The “Sportello Imprese” Project
Laura Carpineti – Research Uniti of Consip
Brussels, November 14th 2005
Outline
SMEs in the EU
The
Rationalization
Programme
Participation of
SMEs to the
Programme
The “Sportello
Imprese” Project
2

Small and Medium Enterprises in the European Union

The Rationalization Programme on Public Expenditure

Participation of SMEs to the Programme

The “Sportello Imprese” Project
SMEs in the European Union
SMEs in the EU
The
Rationalization
Programme
Participation of
SMEs to the
Programme
The Small and Medium Enterprises play a crucial role in the European
Economy…
Relevant data about SMEs in European Union (15)*
 In 2003 there were more than 19 million enterprises in Europe
providing a job for almost 140 million people
The “Sportello
Imprese” Project
 By contrast, there are only about 40.000 large enterprises in existence,
which account for only 0.2 % of all enterprises
 The vast majority of enterprises in Europe are SMEs (99.8 %)
 Within the group of SMEs, over 90 % are micro enterprises,
employing fewer than 10 people.
3
*Source: EU,0bservatory of European SMEs: “SMEs in Europe 2003”
http://europa.eu.int/comm/enterprise/enterprise_policy/analysis/doc/smes_observatory_2003_report7_en.pdf
SMEs in the European Union
Italy hosts the highest number of SMEs in Europe (absolute value)
SMEs in the EU
The
Rationalization
Programme
Participation of
SMEs to the
Programme
The “Sportello
Imprese” Project
4
EU 15
Number of SMEs (1000)
Austria
270
Belgium
440
Denmark
210
Finland
220
France
2.500
Germany
3.020
Greece
770
Ireland
100
Italy
4.490
Luxembourg
20
Netherlands
570
Portugal
690
Spain
2.680
Sweden
490
UK
2.230
An efficient “Public Procurement strategy” must pay attention to the
involvement of SMEs
The Rationalization Programme – Objectives and strategies
SMEs in the EU
The Italian “Rationalization Programme on Public Spending for Goods and
Services” aims at reaching 3 main objectives through focused strategies…
The
Rationalization
Programme
 Focus on quality
Participation of
SMEs to the
Programme
 Wide range of options within
contracts
The “Sportello
Imprese” Project
Service
efficiency and
quality
 Exploit economies of
scale through demand
aggregation and
standardization of
purchases
 Systematic service levels
assessment
 Shortening tender
process
Objectives
 Competitiveness
Cost saving
 On-line ordering (eprocurement)
Process
Simplification
 Close to zero time to
market
The development of “3-level strategy” is based on full involvement of SMEs
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The Rationalization Programme - instruments
The Rationalization Programme is based on three main instruments
SMEs in the EU
The
Rationalization
Programme
A
Participation of
SMEs to the
Programme
C
B
FRAME CONTRACTS
SUPPORT ON PA SPECIFIC
NEEDS
MARKETPLACE
Electronic Shops
On-line Auctions
e-Marketplace
The “Sportello
Imprese” Project
 Purchases within frame
contract
 Direct Purchases
 “One to many” approach
 Features:
 Large volumes
 Demand aggregation
 Standardized
 Low price volatility
 Slow obsolescence
 Development of Frame
contracts or ASP towards
other administrations
 Automatic economic and
technical tender evaluation
 Features:
 Specialized
 High price volatility
 Rapid obsolescence
Above and Below EU threshold
E-PROCUREMENT PLATFORM
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 Purchases below the EU
threshold
 Direct Purchase or RFQ
 “Many to Many” approach
 Supplier defined e-Catalogue
 Features:
 Low cost
 Small volumes
Below EU threshold
Participation of SMEs to the Programme
SMEs in the EU
In order to involve SMEs in the Programme, Consip designed - up to now several instruments (Technicalities & Initiatives)
The
Rationalization
Programme
Technicalities
Participation of
SMEs to the
Programme
The “Sportello
Imprese” Project
FRAME CONTRACTS, through…

Splitting the frame contract into lots and using
combinatorial auctions;

Allowing firms to group together (bidding
consortia)

…
MARKETPLACE, through…

A new way to participate to the Public
Procurement;

Reduction of selling costs (lower intermediation
cost);

Higher visibility;

…
Initiatives
“SOURCING TABLES”, working groups – between
Consip and Trade Unions – on product categories
covered by the Programme
SEMINARS ABOUT THE PROGRAMME with
interested parties
“SPORTELLO IMPRESE PROJECT”, it means…
 …Development of structures that support
enterprises in full participating in the
Programme
 …Constant and permanent support across
the whole country on Programme’s
instruments
 …Wide cooperation with the Trade Unions
and other institutional stakeholders
Focus
Wide participation of SME’s to the “public expenditure channel”
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The “Sportello Imprese” Objectives
Consequently, the Project aims at reaching 4 main objectives…
SMEs in the EU
The
Rationalization
Programme
Participation of
SMEs to the
Programme
1
…To support Small and Medium Enterprises in entering the
marketplace
Cost saving
The “Sportello
Imprese” Project
2
…To create a multiplier effect in dispatching information
about the marketplace and about the Programme
3
…To facilitate the participation of SMEs to Public Procurement,
improving the SMEs familiarity with ICT tools;
Service efficiency
and quality
4
…To collect different needs and expectations of enterprises;
Process
Simplification
Sportello imprese Project = “Info-Gate” on Programme activities
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Business Model
SMEs in the EU
The business model involves the institutional actors of the market, each of
them with a defined role
The
Rationalization
Programme
• E-mail, call center
Participation of
SMEs to the
Programme
LOCAL
REPRESENTATIVES
- INFO GATES -
CONSIP
The “Sportello
Imprese” Project
• Training
• Updating and supporting
SMEs
• Training
• Catalogues
Management
• Development
Plan
• Development Plan
• Looking after
• Marketing &
Communication
NATIONAL TRADE
UNIONS
• Marketplace
priority access
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www.acquistinretepa.it
Relationship Model
Role and responsibilities (1/2)
SMEs in the EU
The
Rationalization
Programme
Player
Participation of
SMEs to the
Programme
Role
 Coordinates the Project/Info-Gates
 Trains people working at the Info-Gates
 Contacts the Trade Unions and cooperates with them for the promotion
The “Sportello
Imprese” Project
 Supervises the set up and the activity of the Info-Gates
Consip
 Informs the Trade Unions and the Info-Gates about updates of the Programme
(e.g. performance of the marketplace)
 Defines data and/or information to be requested to the Info-Gates
 Promotes the Info-Gates initiative in the marketplace web site
 Supports the Info-Gates training activities
 Cooperate in promoting and developing the Project/Info-Gates
 Looking after the opening and the correct functioning of the Info-Gates
Trade Unions
 Update their web page with news about the project (if available)
 Inform Consip about events organized in their territorial area
 Share data and information about the involvement of enterprises
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Relationship Model
Role and responsibilities (2/2)
SMEs in the EU
The
Rationalization
Programme
Player
Participation of
SMEs to the
Programme
Role
 Contact enterprises and promote the Rationalization Programme
 Support enterprises in obtaining the qualification to enter the marketplace;
The “Sportello
Imprese” Project
Info-Gates
 Organize training courses and seminars for enterprises;
 Periodically inform Consip about this activity;
 Provide data if requested by Consip.
 Receive assistance from the Info-Gates in terms of:
− information about the Rationalization Programme;
SMEs
− specific support for entering the marketplace;
− Adoption of the marketplace (qualification and on line catalogue);
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Set-up process
SMEs in the EU
The Info-Gate “Opening Date” follows 3 main steps, involving several actors
and different activities…
The
Rationalization
Programme
Participation of
SMEs to the
Programme
Start Up
Training
Go-Live!
ACTORS
The “Sportello
Imprese” Project
 Consip
 Consip
 Consip
 National Trade
Unions
 Local
Representatives/
Info Gate
 National Trade Unions
 Local Representatives/
Info Gate
ACTIVITIES
 Enterprises and PP.AA.
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 Sharing of
objectives
 Training to Info-Gate
personnel
 Developing Plan
 Training to pilot
enterprises
 Continuous
assistance
 Kick Off event
Results
SMEs in the EU
Since December 2004, around 80 Info-Gates have been set up,
homogeneously distributed within the country…. Other actions in the short term!
The
Rationalization
Programme
Up to now…
Short Term
Participation of
SMEs to the
Programme
5
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The “Sportello
Imprese” Project
4
3
Consip
HQ
 In course of development other contacts with
new Trade Unions (UnionCamere) to increase
the number of Info Gates
2
2
 Increasing visibility of the Project on the
Programme’s website (in terms of number of
Info-Gate active and contact details)
4
5
3
6
 DataBase setting up to collect and analyse
qualitative and quantitative data about the
involved actors
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5
7
34
68
III Q
2004
IQ
2005
II Q
2005
81
121
3
“Confartigianato” Info Gates
“Confcommercio” Info Gates
“CAN” Info Gates
“CONFCOOPERATIVE” Info Gates
13
“CCIAA” Info Gates
III Q
2005
IV Q
2005
N° of Info
Gates
Results
SMEs in the EU
Up to now, the Info gates contacted around 150 enterprises. Around 60
enterprises obtained the qualification to the e-marketplace.
The
Rationalization
Programme
Participation of
SMEs to the
Programme
145
56
The “Sportello
Imprese” Project
23
9
57
10% of the total of
enterprises that requested
qualification to the
marketplace….
…have obtained it
through the “Info-Gate”
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The Info-Gates increased the participation of SMEs to Public Procurement!
Next Steps
SMEs in the EU
The success of the Project - up to now observed - suggests to “extend” the
initiatives’ content along 3 main directions…
The
Rationalization
Programme
Participation of
SMEs to the
Programme
The “Sportello
Imprese” Project
15
1
…To Increase the support provided to the SMEs, with particular focus on
other Programme instruments: (1) electronic auctions, (2) legal consultancy,
etc.
2
…To Involve in the initiative also the Public Administrations: up to now
they are only invited to the launch of a new Info Gate
3
…To Evolve the initiative from “Info-Gate approach” to “e-Procurement
approach”, in terms of high focused competence center, characterized from a
wide portfolio of services provided (360° consultancy services for the
enterprises and PPAA)
SMEs in the EU
The
Rationalization
Programme
Participation of
SMEs to the
Programme
The “Sportello
Imprese” Project
THANK YOU!
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