The NATO Support Agency
PREPARED FOR
Workshop: How to do business with NATO
21 January 2014
Ankara
PRESENTED BY
Robbert Smit
Deputy Director of Procurement and Competition Advocate
Robbert.smit@nspa.nato.int
www.nspa.nato.int
NSPA at a glance
Governance
North Atlantic
Council
NSPO
Agency
Supervisory Board
NSPA
Established
1 July 2012
Former Agencies:
NATO Maintenance and Supply Agency (NAMSA)
Central Europe Pipeline Management Agency (CEPMA)
NATO Airlift Management Agency (NAMA)
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Financing:
Fully customer funded,
no profit – no loss basis
Procurement Directorate
Membership:
All 28 NATO
Nations
1,200 staff
members
2
NSPA Mission
Provide responsive, effective and cost-efficient …
… logistics, operational and systems support and services …
 to the Allies, NATO Military Authorities and partner nations,
 individually and collectively,
 in time of peace, crisis and war.
Reference: NSPO Charter June 2012
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Procurement Directorate
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NATO Support Vision
NATO's premier logistics and services provider team
with an integrated network of logistics capabilities
for NATO, and its Nations and partners.
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Procurement Directorate
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Main Geographical Locations
Central Europe Pipeline System
(CEPS)
NATO Support Agency (NSPA)
Headquarters
Logistics Operations
NATO Airlift Manag
(NAM)
HUN
ISAF Offices
LUX
FRA
ITA
Southern Operational
Centre (SOC)
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Procurement Directorate
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NSPA business
Current projects
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Procurement Directorate
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Organizational Design
VISION
NSPA
GENERAL MANAGER
STAFF
CENTRAL EUROPE
PIPELINE SYSTEM
(CEPS)
NATO AIRLIFT
MANAGEMENT
(NAM)
NATO’s premier integrated logistics and services provider team, with
an integrated network of logistics capabilities for NATO, and its
Nations and partners.
LOGISTICS
OPERATIONS
CORPORATE
SUPPORT
PROCUREMENT
FINANCE
HUMAN RESOURCES
INFORMATION TECHNOLOGY
BUSINESS UNITS
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SUPPORT FUNCTIONS
Procurement Directorate
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Business Unit
Central Europe Pipeline System (CEPS)
•
•
•
•
•
Integrated, cross-border pipeline and storage system
Transport diesel, gasoline, domestic fuel and naphtha
Largest pipeline system in NATO: ~5.600 km
Military/Commercial business model
Aviation fuel banking system (JET A-1), storage,
Product Quality Control
• Non-military co-use with Military Priority Clause
• Smart CEPS: rightsizing system
• 6 Nations:
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Procurement Directorate
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Business Unit
NATO Airlift Management (NAM)
• Support to Strategic Airlift Capability (SAC)
• Support of three C-17s
• operated by the Heavy Airlift Wing (HAW)
• Nations use hours for national, NATO, EU and
UN commitment
• pre-agreed allocation of flying hours
• 12 Nations:
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Procurement Directorate
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Business Unit
Logistics Operations (LogOps)
• Cooperative logistics services provider
• Capability areas
 Weapon System Support
 Support to Operations
 Transportation
 Fuel Operations
 Project Management (PfP Trust Fund)
• Support Partnerships, Projects, Sales Agreements
and other legal frameworks
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Procurement Directorate
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Funding Sources (2011)
Support Partnerships
In-service Support
AMMUNITION
COMMIT
SALIS
PATRIOT
LAND COMBAT VEHICLES
FIXED WING AIRCRAFT
HELICOPTER
NAVAL LOGISTICS SUPPORT
MLRS
STINGER
LAND COMBAT MISSILES
HAWK
GBD
AMRAAM
WARDAM II
AIR SURFACE MISSILES
MIDS
GPS
MK-46 TORPEDOES
Ship-shore-Ship Buffer
Unmanned Aerial Systems
Operational Logistics Planning
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29%
50%
21%
Common Funded
NSIP PROJECTS (INFRASTRUCTURE)
CAPABILITY PACKAGES (NRF Camps)
National/Multinational
(Sales Agreements/LSAs)
KANDAHAR REAL LIFE SUPPORT
AFGHANISTAN REAL LIFE SUPPORT
NATIONALLY FUNDED INFRASTRUCTURE
PFP TRUST FUND DEMILITARIZATION
TRANSPORTATION
KFOR FUEL
OCCAR (COBRA/TIGER)
NAHEMA
NAPMA
AWACS (OUTSIDE 13 NATIONS)
Logistics Services for Missiles, UAVs, Platforms
Random Brokerage
APOD SERVICES
NAEW&C
AIR DEFENSE (GROUND)
NRF PLANNING
KFOR BALKANS ENGINEERING
AIR DEFENSE (GROUND) MPR-SRO
NATO CALIBRATION
Procurement Directorate
Support Agency almost
80% customer funded...
Common funded for key
NATO capabilities
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Conclusion
New Agency on 1 July 2012
Leverages/expands capabilities of
NAMSA, NAMA and CEPMA
Provides integrated logistics and
support solutions
Delivers best value support
Focused on customer
Vision of Smart Support
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Procurement Directorate
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How to do business with NSPA
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Procurement Directorate
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Overview
1. WHAT does NSPA buy?
 Evolution and Typology of activities
 Activities with Turkey
2. HOW does NSPA buy Goods and
Services?
 NSPA Procurement Regulations and Policy
 NSPA e-procurement
3. HOW to be invited to NSPA Requests
For Proposals?
4. Future Business Opportunities
5. Frequently Asked Questions
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Procurement Directorate
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Activities 2012
FMS
4.4%
Supplies
31.9%
Services
63.7%
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Procurement Directorate
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Activities with Turkey
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Procurement Directorate
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Development of Turkish
Industrial Return
R=
CONTRACTS IN TURKEY *
SALES IN TURKEY *
CONTRACTS IN NSPO NATIONS
SALES IN NSPO NATIONS
NOTE: MBC+NSIP funded projects are excluded as from 2009 on
2.00
WELL
PLACED
COUNTRIES
1.76
1.75
1.32
1.50
1.26
1.25
1.00
LESS WELL
PLACED
COUNTRIES
0.75
POORLY
PLACED
COUNTRIES
0.25
0.57
0.50
0.50
0.00
2009-2010
2010-2011
2011-2012
2012-2013
2013-2014
* Based on the contracts and sales of the 3 years preceeding the applicable year
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Procurement Directorate
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Industrial Return Ratio
2013-2014
R=
CONTRACTS IN TURKEY *
SALES IN TURKEY *
CONTRACTS IN NSPO NATIONS
SALES IN NSPO NATIONS
NOTE: MBC+NSIP funded projects are excluded as from 2009 on
109.75
16
14.82
14
R= >=0.8 Well placed
R= >= 0.25 & < 0.8 Less well placed
R= < 0.25 Poorly placed
12
10
8
7.22
4.61
6
4
2
0
3.07
1.241.19
0.92
0.910.90
0.87
0.869
0.865
0.810.67
0.50
0.470.38
0.36
0.300.22
0.17 0.15 0.07
0.02
0.001 0
0
HUN ALB BGR LUX DEU BEL GBR LTU DNK ROU FRA NLD NOR ITA ESP TUR USA GRC EST CAN CZE PRT POL SVN LVA SVK HRV ISL
* Based on the contracts and sales of the 3 years preceeding the applicable year
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Procurement Directorate
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Industrial Return Value of
Contracts Placed
25%
TOTAL 2012 : MEUR 2,104.6
20%
MEUR 75.14
15%
10%
5%
0%
DEU USA FRA GBR HUN ITA TUR NLD ESP BEL NOR LUX DNK GRC CAN LTU POL ALB BGR LVA PRT CZE ROU EST SVN SVK HRV ISL
1 EUR =2.3551 TRY as of 31/12/2012
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Procurement Directorate
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Value of Contracts placed
in Turkey
MEUR
200
175.5
144.2
150
75.1
100
55.4
43.7
50
0
TOTAL NSPA MEUR
TURKISH SHARE
2009
2010
2011
2012
1,754
10.00%
1,551
3.57%
2,080
6.93%
2,105
3.57%
2013
2,193
1.99% *
* Provisional total NSPA value for 2013 only
1 EUR =2.96885 TRY as of 14/01/2014
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Procurement Directorate
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NSPA Customers 2012
40%
TOTAL 2012 : MEUR 2,228.5
30%
MEUR 109.54
20%
10%
0%
USA FRA DEU ITA TUR GBR ESP GRC NOR NLD POL CAN BEL DNK PRT CZE SVK ROU LVA HUN LTU SVN LUX BGR EST HRV ISL ALB
1 EUR =2.3551 TRY as of 31/12/2012
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Procurement Directorate
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Value of Purchases by
Turkey through NSPA
MEUR
134.6
150
109.5
98.0
100
65.3
52.6
50
0
TOTAL NSPA MEUR
TURKISH SHARE
2008
2009
2010
2011
2012
1,529
3.44%
1,737
5.64%
1,614
4.05%
2,087
6.45%
2,228
4.92%
Values for
the year 2013
are not yet
available
1 EUR =2.3551 TRY as of 31/12/2012
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Procurement Directorate
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Competitiveness of Turkish
Industry for Supply
RATIO =
TURKISH BIDS
AWARDS TO TURKISH FIRMS
3
2
2.07
2.03
TURKEY
ALL NSPO COUNTRIES
1.43
1
1.21
0
2012
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2013
Procurement Directorate
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Contacts Analysis of
Turkish Industry
per line item SUPPLY JAN-DEC 2013
TOTAL NBR. OF
CONTACTS :
1,729
725
(41.93%)
NO
REPLY
POSITIVE
CONTACTS
846
(48.93%)
NEGATIVE
CONTACTS
158
(9.14%)
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Procurement Directorate
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Contacts Analysis of
Turkish Industry
per line item SERVICES JAN-DEC 2013
TOTAL NBR. OF
CONTACTS :
3,639
POSITIVE
CONTACTS
3,274
(89.97%)
NO
REPLY
214 (5.88%)
151 (4.15%)
NEGATIVE
CONTACTS
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NSPA Procurement
Regulations and Policy
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Activities Flow
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NSPA Regulations
tailored to international
cooperation
• NSPO Charter
• NSPA Procurement Regulations n°4200
When required:
• Bi SC 60/70 (BC)
• AC/4-D2261 IC
• AC/4-D0009 IC in support of AOM
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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
- options
- low value
- security
- commonality of Equipment
Procurement Directorate
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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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NSPA : Procurement policy
industry relations in 2012
• Activities monitored by International
Board of Auditors
• More than 24.000 contractual
instruments
• Total contracted value MEUR
2,104.6 Supply 670.8, Services
1,341.3, Foreign Military Sales
(FMS) 92.5
• Workforce 1,224 people of whom
128 work directly in Procurement
• Relations with industry : 10,000
firms throughout NATO
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NSPA LOG OPS –
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 76.800
• Obligation to consult all the capable
suppliers for requirements above
EUR 76.800
• Request for Proposals (RFPs)
constitutes basis for binding
contract
• Fixed price preference
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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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Future Business Opportunities
& Requests for Proposals
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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
•
•
•
•
•
•
•
D3 Partnership
Eastern Vehicles / Equipment Partnership
Firing Range use by other NATO Nations
Port Services Contracts
Environmental / Alternative Energy solutions
Deployable Camp assets (NRF CP1101 is authorized)
Mine / UXO clearings
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Future Business Opportunities
& Requests for Proposals
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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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