How to do business with NSPA
PREPARED FOR
The institutional export - unused opportunities for Estonian companies
11 March 2015
PRESENTED BY
Robbert SMIT
Deputy Director of Procurement & Competition Advocate
Robbert.smit@nspa.nato.int
www.nspa.nato.int
Overview
1. Procurement Processes
2. How to be invited to NSPA
• NSPA e-Procurement
3. Future Business Opportunities (FBO)
4. Activities with Estonia
5. Frenquetly asked questions
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1. Procurement Processes
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Activities Flow
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NSPA Regulations tailored to
International Cooperation
• NSPO Charter
• NSPO Procurement Regulations n°4200
• For NATO Budget Committee funded : BiSC 60/70
• Investment Committee AC/4-D/2261
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NSPA Procurement Policy
QUALITY
OBJECTIVES
TIMEFRAME
PRICE
CONSOLIDATION
INDUSTRIAL BENEFITS
REDISTRIBUTION
PRINCIPLES
COMPETITION
*
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NSPA
Procurement Policy
Two principle forms of contracting
Supply Contracts: spare parts
Service Contracts: MRO, engineering, demilitarization, etc.
•
International Competitive Bidding (ICB)
Normal procedure
•
Foreign Military Sales (FMS)
In some cases
•
Single Source
Under certain conditions :
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- urgency
- low value
- security
- commonality of Equipment
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NSPA Procurement Policy:
Limitations & Constraints
•
NSPA nations: NATO
•
Partner nations under certain circumstances (e.g. PfP Trust Funds,
associate state to a Support Partnership , Troop Contributing Nation to
an operation)
•
Competition restricted by some Support Partnerships
(e.g. PATRIOT, Ammunitions Support Partnership)
•
Unavailability of Technical Data
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Procurement policy & industry
relations – NSPA in 2014
• Activities monitored by International Board of
Auditors
• 30,294 contractual instruments
• Total contracted value MEUR 2,368.8, Supply 959.1,
Services 1,212.2, Foreign Military Sales (FMS) 197.5
• Workforce 1,167 people of whom 128 work directly in
Procurement
• Relations with industry : 10,000 firms throughout
NATO
• Procurement Administrative Lead Time for Supplies:
37 days
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NSPA Tendering Rules
•
To participate firms must be
registered in the NSPA supplier
data base
•
Selection from NSPA suppliers’
data base
•
Solicitation of at least 3 sources for
requirements below EUR 80.000
•
Obligation to consult all the
capable suppliers for requirements
above EUR 80.000
•
Request for Proposals (RFPs)
constitutes basis for binding
contract
•
Fixed price preference
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NSPA Contract Award
•
Proposals received
•
•
•
Selection of best proposal
•
•
Kept in safe until after closing date
Late proposals not taken into
consideration
Team of procurement and programme
personnel
Award of contract (Award
Committee)
•
Lowest fully responsive offer (technical
compliance + lowest offer)
•
Pre contract award claim and
dispute procedure
•
Unsuccessful bidders informed
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2. How to be invited to NSPA
NSPA e-Procurement
www.nspa.nato.int
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e-Procurement Homepage
Two main functions:
• Serve as an info hub (Procurement@NSPA)
Procurement rules, contract provisions, forms, practical
information to suppliers, awarded contract, etc
• Single point of entry to e-Procurement applications
(Business@NSPA)
Objective : to facilitate the communication and integration
of business processes with our suppliers
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Registration Process
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Registration Process
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Registration Process
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Registration Process
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Registration Process
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3. FUTURE BUSINESS OPPORTUNITIES
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Future Business Opportunities
Future Business Opportunities (FBO) and, for NATO Infrastructure
projects, Notifications of Intent (NOI) provide advance information
to suppliers based in a NSPO nation about business opportunities for
which NSPA may issue Requests for Proposals in the near future. It
is recommended that your firm is electronically registered in the
NSPA Source file in order to receive Requests for Proposals
(RFP).
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Future Business Opportunities
& Requests for Proposals
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FBO Supply - Service
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FBO example
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Future Business Opportunities
& Requests for Proposals
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RFP example
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POCs
 NSPA Procurement
Director of Procurement:
Mr Patrick FESQUET
E-mail: patrick.fesquet@nspa.nato.int
tel: +352/3063 6565
Competition Advocate
Mr Robbert SMIT
E-mail: robbert.smit@nspa.nato.int
tel: +352/3063 6569
Mrs Eleanor SUMMERS
E-mail: eleanor.summers@nspa.nato.in t
(as of 01 April 2015)
tel: +352/3063 6569
Source File
Mr Guy LANGENBACH
E-mail: guy.langenbach@nspa.nato.int
tel: +352/3063 6840
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4. Activities with Estonia
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Development of Estonian
Industrial Return
R=
WELL
PLACED
COUNTRIES
CONTRACTS IN ESTONIA *
SALES IN ESTONIA *
CONTRACTS IN NSPO NATIONS
SALES IN NSPO NATIONS
NOTE: MBC+NSIP funded projects are excluded as from 2009 on
1.00
0.75
LESS WELL
PLACED
COUNTRIES
0.50
0.39
0.36
0.31
POORLY
PLACED
COUNTRIES
No
procurement
activity
0.25
0.11
0
0.00
2010-2011
2011-2012
2012-2013
2013-2014
2014-2015
* Based on the contracts and sales of the 3 years preceeding the applicable year
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Industrial Return Ratio
2014-2015
R=
56.47
CONTRACTS IN ESTONIA *
SALES IN ESTONIA *
CONTRACTS IN NSPO NATIONS
SALES IN NSPO NATIONS
NOTE: MBC+NSIP funded projects are excluded as from 2009 on
46.13
10
R= >=0.8 Well placed
R= >= 0.25 & < 0.8 Less well placed
R= < 0.25 Poorly placed
8.25
8
6
3.21
2.58
1.65 1.62
1.09
4
2
0
1.19
0.83 0.81
0.806 0.72
0.711
0.706
0.57
0.425
0.424
0.36
0.307
0.306
0.18 0.12 0.09
0.07
0.01 0
0
HUN ALB LUX BGR DEU NLD GBR BEL LTU NOR FRA ESP CAN DNK ITA USA ROU TUR CZE EST GRC SVK PRT POL SVN LVA HRV ISL
* Based on the contracts and sales of the 3 years preceeding the applicable year
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Industrial Return Value of
Contracts Placed
25%
TOTAL 2014 : MEUR 2,368.8
20%
15%
MEUR 1.02
10%
5%
0%
USA GBR DEU FRA ITA NLD HUN TUR ESP NOR DNK CAN BEL LUX GRC CZE POL ALB PRT SVK ROU BGR EST LTU HRV LVA SVN ISL
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Value of Contracts placed
in Estonia
MEUR
1.85
2.0
1.5
1.02
0.74
1.0
0.5
No contracts
have been
placed
0
0.12
0.0
TOTAL NSPA MEUR
ESTONIAN SHARE
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2010
2011
2012
2013
2014
1,551
0%
2,080
0.006%
2,105
0.04%
2,383
0.08%
2,369
0.04%
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NSPA Customers 2014
30%
TOTAL 2014 : MEUR 2,276.3
25%
20%
15%
MEUR 3.48
10%
5%
0%
USA DEU FRA ITA TUR GBR ESP NLD POL GRC NOR CZE BEL CAN ROU PRT DNK SVK HUN SVN LVA EST BGR LUX LTU HRV ISL ALB
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Value of Purchases by
Estonia through NSPA
MEUR
7.68
8.0
6.0
3.48
4.0
2.06
2.0
0.66
0.49
0.0
TOTAL NSPA MEUR
ESTONIAN SHARE
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2010
2011
2012
2013
2014
1,614
0.04%
2,087
0.02%
2,228
0.09%
2,396
0.32%
2,276
0.15%
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Competitiveness of
Estonian Industry for Supply
RATIO =
ESTONIAN BIDS
AWARDS TO ESTONIAN FIRMS
4
3.86
3
ESTONIA
ALL NSPO COUNTRIES
2
1.12 2.07
1.75
1
0
2013
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5. FREQUENTLY ASKED QUESTIONS
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Q&A
QUESTIONS
ANSWERS
How to be invited to NSPA Requests for
Proposals?
Your company must be registered in NSPA
Source File
How to be registered in NSPA Source
File?
Register on line, free of charge…
How to be informed of the upcoming
competitions?
Monitor the Future Business Opportunities
of the Agency
https://eportal.nspa.nato.int/registration/Register.aspx
https://eportal.nspa.nato.int/eProcurement/Content/AllB
usinessContents.aspx?r=1
How to be sure that the capabilities of
my company have been updated?
Contact Source File
I have not been invited for a RFP for
which my company has capabilities to
make an offer why?
Most probably because the capabilities of
your company are not properly registered.
Revert to the solution above.
How can I have an idea of the prices
offered in the past for goods and
services offered by my company?
Consult the list of contracts awarded by
the Agency
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sourcefile@nspa.nato.int
Tel: +352 3063 6436
https://eportal.nspa.nato.int/eProcurement/default.aspx
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