Seminar jointly arranged by the Ministry of Finance of Turkey and OECD/Sigma The n ew public procurement procedures and instruments The Danish system on framework agreements, centralised and coordinated purchasing Presentation by Mr. Søren Jakobsen, CEO, SKI A/S Ankara, Turkey, 5-6 February 2008.
Seminar jointly arranged by the Ministry of Finance of Turkey and OECD/SigmaThe new public procurement procedures and instrumentsThe Danish system on framework agreements, centralised and coordinated purchasingPresentation by Mr. Søren Jakobsen, CEO, SKI A/SAnkara, Turkey, 5-6 February 2008
How to get more money for those it’s really all about?
The company is situated at the harbour front in Copenhagen
Framework contracts (on large ’standardized’ procurement areas)
Advise on public procurement (tools for estimating procurement volume, data collection and handling, choice of supplier and solutions, procurement policy and strategy, green procurement, etc.)
Building of qualifications (user and networking groups, courses, seminars and conferences, training programs for vendors sales staff)
Publications and communication (guides, best practices, articles, PR, advice and aid regarding internal communication)
Tools (electronic tendering system, mini-tenders, e-auctions)
E-commerce initiatives (customer-related price lists, advice on implementation of e-commerce)
Assistance from external consultants (advise on what and how to buy, spend analysis, etc.)
A few facts about the company. coordinated purchasingSKI’s turnover broken down by customer segments.
A few facts about the company. coordinated purchasingSKI’s turnover broken down
by main product categories
Tele & data communication
Office stationary and books
Equip. for research & science
Misc. electronics & hand tools
132 billion DKK
Building and construction
Business process services
Ambulance-service & patient transport
IT- and management consultancy services
Lawyer- and accountant-service
Level of Standardization
SKI’s focus in 2009
SKI’s focus in 2006
Scanning of construction drawings
Mail and parcels
SKI’s focus in 2003
4 billion DKK
Tele and data communication
8 billion DKK
Courses & conferences
IT for education
The goals of the current strategy from 2002 are accomplished.
The Danish State has established their own procurement programme.
A major restructuring of the Danish public sector – fewer but larger local governments – took effect on January 1, 2007
Local procurement networks have been established.
SKI’s new strategy coordinated purchasingOverview What is new in SKI’s strategy?
Creating a foundation for further gains from procurement by pooling and co-ordinating procurement volume and a closer involvement in the customer's procurement.
Strengthened focus on local government.
Improved documentation of savings both by product group and by customer.
More dynamic financing of SKI’s activities
Partnerships with the leading and interested customers
Easier use of SKI’s framework contracts through further development of the contracts’ content, connection and accessibility.
Strengthened activation of suppliers. Local as well as international.
”Packaging” of framework contracts, services and communication so that SKI is able to offer coherent solutions and meet the customers’ political agenda, and thereby secure managerial impact and support.
Securing a more qualified procurement debate through documentation and presentation of facts.
Investment in renewal.
SKI creates documented increased returns of scale in public procurement by pooling volume, qualifications and system development for the benefit of SKI’s customers.
Through close cooperation with customers and suppliers SKI secures attractive framework contracts.
SKI’s framework contracts make it easy for the public sector to purchase the needed solutions, products and services in the cheapest possible way while showing environmental, energy and social responsibility.
SKI’s earnings must make investments in new procurement initiatives possible. Initiatives that must be prioritised in a commercial way.
SKI strives to be a central player, that makes public procurement more effective and develops it.
SKI strives to inspire and supportpublic organizations and their purchasing agents in achieving gains through efficient procurementandhelp promote an effective public administration.
Based on openness, equality and qualifications SKI strives to be the natural and inspiring focus point for all players involved in public procurement.
SKI must therefore be an innovative, effective and challenging workplace, that is able to attract and develop the best employees.
2. A new order of prioritybetween customers
- SKI strives to be a central player, that makes public procurement more effective and develops it.
- SKI strives to inspire and support public organizations and their purchasing agents in achieving gains through efficient procurement and help promote an effective public administration.
- Based on openness, equality and qualifications SKI strives to be the natural and inspiring focus point for all players involved in public procurement.
- SKI must therefore be an innovative, effective and challenging workplace, that is able to attract and develop the best employees.
4.A new order of prioritybetween contract areas
5.An attractive andprofessional workplace
6.A synergy with thesuppliers
All initiatives must be evaluated on the following scales:
Easy does it
One to many
Knowledge and documentation
Increased use of existing initiatives
Do it yourself
One to one
Feelings and beliefs
Launching of new initiatives
+0,05% coordinated purchasing
+0,15%Sub-strategies and specific actionplansAttractive framework contractsCommitted and coordinated volume
I. Commitment to using the contract
II. Coordinated volume
IV. E-auction / Mini-tender
(Until now only used in connection to the Danish state’s procurement programme and SKI’s contract in regard to canteen service)
III. Lowest daily price
The customer chooses one of the suppliers on the framework contract
The customer offers full supplier independence amongst the suppliers on the framework contract
Before the tender
I. Commitment to using the contract
III. Coordinated volume
V. E-auction / Mini-tender
In the future
IV. Lowest daily price
II. Commitment to using a standard assortment from one supplier
Yearly bonus to the customers when the agreed volume has been reached
Cooperation –internally and externally
Proximity to customers, suppliers and cooperating partners
Vision: SKI wants to be the natural and inspiring focus point for all persons and organisations involved in public procurement – in an attractive building.
The elements of the concept
Other organisations are invited to become tenants
Seminar and conference facilities
Service for visitors
Why is competence development so important to SKI?
Start of previous strategy in 2002