How to do business with NSPA
PREPARED FOR
NITEC 2015
PRESENTED BY
Eleanor SUMMERS
Deputy Director of Procurement & Competition advocate
[email protected]
Overview
1. General Orientation
2. Procurement Processes
3. How to be invited to NSPA
•  NSPA e-Procurement
4. Future Business Opportunities (FBO)
5. Frequently asked questions
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1. General Orientation
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NSPA Mission
… to provide responsive, effective and cost-efficient
acquisition, including armaments procurement;
logistics; operational and systems support and
services to the Allies … in order to maximize the
ability and flexibility of their armed forces,
contingents, and other relevant organisations … to
execute their core missions.
Reference: NSPO Charter April 2015
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Geographical Locations
Central Europe Pipeline System
(CEPS)
NSPA Headquarters
RSM Offices
FRA
Logistics Operations
LUX
HUN
NATO Airlift
Management (NAM)
ITA
Southern Operational
Centre (SOC)
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Organizational Design
NATO NORTH ATLANTIC COUNCIL (NAC)
NSPO AGENCY SUPERVISORY BOARD
NSPA GENERAL MANAGER
ü  1021 NATO International Civilians
ü  25 NATO Nations in 13 countries
STAFF
CENTRAL EUROPE
PIPELINE SYSTEM
(CEPS)
NATO AIRLIFT
MANAGEMENT
(NAM)
LOGISTICS
OPERATIONS
SUPPORT
FUNCTIONS
PROCUREMENT
FINANCE
HUMAN RESOURCES
INFORMATION TECHNOLOGY
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NSPA Funding Sources 2015
2.509 BEUR
CUSTOMER FUNDING
82%
18%
COMMON FUNDING
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NSPA at a Glance
Scope of business 2014
Customer Base
Logistics Operations
•  Logistics Operations activities:
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21 Support Partnerships, weapon system related
7 Support Partnerships, service support related
+100 Sales Agreements
Common funded programmes
10,000 firms registered throughout NATO/PfP nations
Contractual Instruments (LogOps): 30,294
Contracted Value: M€ 2,368.8
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Supply: M€ 959.1
Services: M€ 1,212.2
Foreign Military Sales (FMS): M€ 197.5
Central Europe Pipeline System Programme (CEPS)
•  12 million m3 of fuel transported
•  1.22 m3 storage capacity
•  Revenues (CEPS): M€ 93
Airlift Management Programme (NAMP)
•  + 3,165 HAW flight hours per year
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All NATO Member Nations (individually or
collectively)
NATO Partner Nations (18 MOUs)
Allied Command Operations (ACO)
Allied Command Transformation (ACT)
Subordinate Commands
NATO Agencies
International entities: EU (OCCAR) and UN
Military and non-military CEPS users
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People
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1,021 International staff (civilian)
Located in 13 countries
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Conclusion
Provides integrated logistics
and support solutions
Delivers best value support
Focused on customer
Vision of Smart Support
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2. 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
COMPETITION
PRINCIPLES
*
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NSPA Procurement Policy
Two principle forms of contracting
Supply Contracts: spare parts
Service Contracts: MRO, engineering, demilitarization, etc.
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International Competitive Bidding (ICB)
Normal procedure
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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
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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
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Selection from NSPA suppliers’ data
base
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Solicitation of at least 3 sources for
requirements below EUR 80.000
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Obligation to consult all the capable
suppliers for requirements above EUR
80.000
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Request for Proposals (RFPs)
constitutes basis for binding contract
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Fixed price preference
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NSPA Contract Award
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Proposals received
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Selection of best proposal
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Kept in safe until after closing date
Late proposals not taken into consideration
Team of procurement and programme
personnel
Award of contract (Award Committee)
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Lowest fully responsive offer (technical
compliance + lowest offer)
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Pre contract award claim and dispute
procedure
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Unsuccessful bidders informed
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3. 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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4. 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
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FBO Supply - Service
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FBO Example
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Requests for Proposals
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RFP example
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POCs
q  NSPA Procurement
"
Director of Procurement:
Mr Patrick FESQUET
E-mail: [email protected]
tel: +352/3063 6565
"
Competition Advocate
Mrs Eleanor SUMMERS
"
E-mail: [email protected] t
tel: +352/3063 6569
Source File
Mr Guy LANGENBACH
E-mail: [email protected]
tel: +352/3063 6840
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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…
https://eportal.nspa.nato.int/registration/Register.aspx
How to be informed of the upcoming
competitions?
Monitor the Future Business Opportunities of the
Agency
https://eportal.nspa.nato.int/eProcurement/Content/
AllBusinessContents.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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[email protected]
Tel: +352 3063 6436
https://eportal.nspa.nato.int/eProcurement/default.aspx
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