1. Session “International standards for planning and conducting procurement process” Demand planning and selection of procurement method – steps to design a procurement strategy Andreas Eder EBRD-Consultant, Vienna International Airport Kiev, 1-2 March 2012 1 1/3/2012

2. Agenda  First steps - Overview  Demand planning  Demand analysis  Market analysis  Balancing demand and offer 2 1/3/2012

3. Demand planning Demand analysis Market analysis Balancing Demand - Offer Basic specifications Levers of procurement First steps - overview

4. Demand planning – basic questions single vs periodic (circular) needs one vs. multiple consumers one vs. multiple places of delivery required additional services period of delivery (one year, 4 years, etc.) etc.

5. Demand planning – some examples analysis of former purchase orders analysis of spendings surveys over customers surveys over budgets specifications of customers supplier input

6. Demand planning Type of contractMethods of demand planning Work contractsapproved project & budget, specifications of customer Supply contracts analysis of former purchase orders and spendings, surveys over customers or budgets, supplier input Service contracts analysis of former purchase orders, surveys over customers, supplier input Mixed contracts analysis of former purchase orders and spendings, surveys over customers or budgets, supplier input

7. Demand analysis what does your customer want  first step to failure what does your customer need  first step to success

8. Market analysies what kind of market – monopoly – oligopoly – polypoly structure of suppliers – specialists – generalists – region of deliveries (local, national) – sole supplier – supplier & service provider

9. Levers of procurement - examples standardization sollecting of demands simplification reduction of suppliers services on own account extension of time of usability incentive schemes reduction of risks etc.

10. Balancing demand and offer specifications for a single/small market will lead to few offers and high prices specifications for a wide market will great high competition and better prices To question specifications is obligatory!

11. Fulfillment of Demand Type of contract Strategy of tendering Principles to award a contract Mixture of Suppliers Type of tender single/multiple deliveries, complete/part delivery Single/multiple adresses, etc. one/multiple suppliers regional/national suppliers frame contract (both-sided act) general agreement (one-way act) open/restricted tender negotiated procedure

12. A stratecy is a precondition for a professional tender A strategy is a precondition for a successful tender A strategy is obligatory Strategy of tendering

13. Contact 1/3/2012 13 Andreas Eder, Mag. Tel: + 43 / 1 / 7007 – 23939 E-Mail: a.eder@viennaairport.com Flughafen Wien AG Postfach 1 1300 Wien-Flughafen Austria