Presentation ti to suppliers and partners. March 2012

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1 within BNP Paribas Group Presentation ti to suppliers and partners March 2012

2 Outline 1. BNP PARIBAS Group: general overview BNP Paribas Group story Corporate values Business model 2. organisation ITP ARF organisation chart Mission Our human resources 3. category strategy 4. Supplier relationship 5. tool Category organisation: operating model Category strategy Sustainable development Ethics and deontology rules Our expectations from suppliers E-sourcing 2

3 BNP Paribas Group story Year December 2011 Number of Employees International presence France, North African countries, India, Hong Kong Main Financial Markets: London, New York, Frankfurt, Paris, 83 countries 79 countries Activities Retail Corporate Banking Investment Banking Specialized Financial Services Retail Corporate & Investment Banking Specialized Financial Services Asset Management & Services Retail Banking Corporate & Investment Banking Investment Solutions * Including in France 3

4 Staff by geographical area 4

5 BNP Paribas results 4Q2011: Consolidated Group 5

6 A corporate culture of openness and cohesion, founded on common values Responsiveness Creativity Speed in the assessment of new situations and developments, and in identifying opportunities and risks Efficiency in decision making and in action Encouraging initiatives and new ideas Recognising contributions Commitment Ambition Commitment to the service of clients and collective accomplishment Exemplary behaviour Aspiration for challenge and leadership Desire to obtain team success in the competition where the referee is the client 6

7 An international and multicultural Group Our duty Management culture Adapting our management culture to the Group new dimensions and aims and to employees expectations Our belief Enhancing employees professional development in their interest and in the Group interest Our management principles Communicate expectations and delegate responsibilities Strategy of environmental and social responsibility Put in place a policy of environmental responsibility Direct impact of our activities on the environment Indirect impact of our financing and investment activities Take numerous initiatives showing our social commitment around 3 axes Fight the exclusion Fight the discrimination and favour the diversity Favour the transfer of knowledge 7

8 An integrated business model Individual Customers Corporate Customers Financials Institutions Finance and Development Group Tax Department Group Legal Department Human Resources Information Technology & Processes Retail Banking Investment Solutions Corporate and Investment Banking Inspection Générale Group Compliance Group Risk Management Brand Communications & Quality Because it is diversified but integrated and focused on customers needs and demands, this business model has turned out to be robust in a time of crisis and capable of generating the capital necessary to play a supporting role in the economic recovery»b B. Prot 8

9 Retail Banking A new organisation tailored around the business 7300 branches 22 million customers Operational entities: BDDF BNL bc BNP Paribas Fortis BGL BNP Paribas Personal Investors Leasing Solutions Arval International Retail Banking Personal Finance 9

10 Investment Solutions Professionals and services dedicated to investors 30,600 employees Strong international presence in Europe and abroad Business Units: 10

11 Corporate and Investment Banking Local solutions for global activities Around 21,100 employees in 52 countries A powerful client-driven business model First-class core products and services: Global leadership in Financing A European powerhouse in Capital Markets A world leader in Derivatives A dynamic Advisory franchise in Europe and Asia A reinforced leadership in Europe and in those countries where our CIB platform is the strongest 11

12 Outline 1. BNP PARIBAS Group: general overview BNP Paribas Group story Corporate values Business model 2. organisation ITP ARF organisation chart Mission Our human resources 3. category strategy 4. Supplier relationship 5. tool Category organisation: operating model Category strategy Sustainable development Ethics and deontology rules Our expectations from suppliers E-sourcing 12

13 BNP Paribas Group is part of ITP function Retail Banking Retail Banking IRB PF French Retail Banking BNL bc (Retail Banking Italy) BNP Paribas Fortis BGL BNP Paribas Personal Investors Leasing Solutions Arval International Retail Banking (BW, First Hawaiian, BMCI ) Personal Finance Functions Investment Solutions (IS) CIB Investmen t Investment Partners Partners (IP) (IP) Wealth Management Cardif Securities Services Real Estate Structured Finance (SF) CTBE RPM Treasury Corp. Finance GECD Fixed Income Functions IT and Operations Coverage Group Functions Compliance & Internal Control Group Legal Department Group Tax Department Group Risk Brand, Group Human Technologies Group General Management Communication Resources and Finance Inspection & Processes Development Quality (ITP) ARF Group 13

14 organisation Executive Committee Group Head of Global Category Management ITP BDDF BW BNPP FORTIS BNL PF ES Invt Solutions CIB International Retail Banking (IRB) Pole / Operational Business Lines PF France France Insurance France Ukraine procurement Business Lines Italy Italy Real estate UK Turkey procurement CAPEO (Pole/EO/ committee) Country Poland procurement Poland procurement BP2S USA Morocco procurement executive committee LASER Hierarchical link Strong functional link Group Management Committee 14

15 Group (ITP ARF) organisation chart Global Category Management Sylviane Le Carré 12 - Group CPO Marjo Liukkonen Lazaro Group Deputy CPO Executive Committee Bank of the West Marketing & Networks Coordination of Group Services Supports & Development BNL IT Services & Consultants Large Projects CSB (Banking services centres) Transformation & Monitoring BNP Paribas Fortis Corporate Services Travel France Tools & Processes CIB Banking services and Logistics Performance Monitoring Equipment Solutions Hardware for Functions & Business lines Middle Office International Retail Banking Telecoms Software ITP FRB Transversal Projects FRB Investment Solutions Lead buyers with the business lines Example Market data in CIB ITP Personal Finance 15

16 Missions of the procurement function 5 Define a strategy on tools for industrialising procurement processes and order management activities, except for processes related to accounts payable 1 Meet the requirements of business lines / entities regarding external expenses, based on the best cost-delivery-quality ratio for the Group 2 Optimise external expenses by leveraging on unit prices and volumes and by defining standards for products and services procured 4 3 Define norms and minimum rules of monitoring i that t can be applied Secure supplier relationship to the procurement processes 16

17 Adaptation of our human resources to new missions and stakes Building a partnership with HR at Group level in order to better promote our function and the opportunities we offer to high potentials A strong will to build category communities aimed at defining the operating mode for expense categories and sharing best practices on suppliers, issues and opportunities Facilitating internal mobility between entities and ITP ARF and vice versa Intensification of training efforts especially through the procurement academy created in late 2009 with the support of EIPM 124 buyers trained by the end of

18 Outline 1. BNP PARIBAS Group: general overview BNP Paribas Group story Corporate values Business model 2. organisation ITP ARF organisation chart Mission Our human resources 3. category strategy 4. Supplier relationship 5. tool Category organisation: operating model Category strategy Sustainable development Ethics and deontology rules Our expectations from suppliers E-sourcing 18

19 Category organisation Principals of the operating model CATEGORY MANAGERS & LEAD BUYERS Category Category Category Category Category Category Category NT ENTI TIES PROC CUREME Entity/Country Entity/Country Entity/Country Entity/Country y Entity/Country Entity/Country Entity/Country Entity/Country INTE RNAL CU USTOME ERS PROCESSES & TOOLS MANAGEMENT 19

20 The category strategy is the base allowing the team to build an action plan 6. Implementation Follow up 1. Category Definition Strategies are built at Group, Pole and Entity level 5. Strategy by supplier & Action Plan 4. Optimization Levers Category Strategy 3. Market Analysis 2. The category within BNP Paribas Strategies are built by multifunctional teams made of buyers, agents and experts Strategies t are reviewed and updated on an annual basis 20

21 Total cost mindset Price Packaging Transport External costs Quality controls Compliance Purchasing Homologations Stocks Consumption / Demand Internal costs R&D Distribution Quality controls Project Supervision Logistics and Supply chain Production planning Costs at supplier 21

22 Sustainable procurement Sustainable development streams Supplier evaluation Rating in terms of CSR (Corporate and Social Responsibility) of the main suppliers CSR annual report: collected indicators on travel and office supplies CSR forms: helping buyers integrate CSR criteria in RFPs (e.g. temping services, PCs, paper etc.) The 3 dimensions of sustainable development CSR optimisation levers Hardware: packaging optimisation, energy savings, printing on both sides etc. Postage & mail: dematerialisation of mail, optimisation of the CO2 produced by the supplier s vehicles Long-term car rental (ARVAL): choose the cleanest vehicles and vehicles which consume the least or diesel Travels (train, plane, vehicles): control the number of km / ETP (supplier reporting) Paper consumption: control the consumption of paper / ETP (supplier reporting) 22

23 Outline 1. BNP PARIBAS Group: general overview BNP Paribas Group story Corporate values Business model 2. organisation ITP ARF organisation chart Mission Our human resources 3. category strategy 4. Supplier relationship 5. tool Category organisation: operating model Category strategy Sustainable development Ethics and deontology rules Our expectations from suppliers E-sourcing 23

24 Ethics and deontology rules The rules of conduct concerning relationships between BNP Paribas Group employees and suppliers set up professional and personal behaviour rules organized around 5 keywords: Compliance with national or international laws, regulations or professional norms applicable to the entities. Reputation : In their relations with suppliers, BNP Paribas employees represent the Group and contribute to its reputation. They must therefore adopt a behaviour in line with BNP Paribas' ambition in this area at all times Fairness in the suppliers selection process Confidentiality on BNP Paribas internal information and on information concerning the suppliers Independence : During sensitive periods (RFP, negotiation, consultation), the employees likely to take part to the decision i making, directly or indirectly, must strictly tl refuse any gift, Invitation ti or other benefit of any amount Outside sensitive periods as referred to above, an employee may accept a gift in so far as its value and/or its frequency is reasonable, i.e. neither disproportionate as compared to the usual business relations nor higher than the maximum value set by the compliance manager of his entity Declaration of any personal link with a supplier when the employee s role within the Group implies dealing with this supplier. 24

25 Our expectations from suppliers Service quality at competitive costs and ethical business conduct are equally important to us Cost optimisation Service quality assurance and reliability Rapid response capability Ability to support BNP Paribas in its processes such as M&A, investments etc. Ability to offer customised sed / tailored solutions Quarterly business review for major suppliers Ethical and sustainable business conduct, particularly in terms of Corporate Social Responsibility Compliance with Norms Full transparency and reporting on commercial pipe for major suppliers Ability to provide innovative solutions A high level of flexibility 25

26 Outline 1. BNP PARIBAS Group: general overview BNP Paribas Group story Corporate values Business model 2. organisation ITP ARF organisation chart Mission Our human resources 3. category strategy 4. Supplier relationship 5. tool Category organisation: operating model Category strategy Sustainable development Ethics and deontology rules Our expectations from suppliers E-sourcing 26

27 E-Sourcing An internet tool enabling BNP Paribas to get information from their suppliers and Internal users in a standardised manner at all the stages of the Purchasing management strategy (definition of needs, RFx, contracts...) t Benefits Confidentiality of information Bidders monitoring Exchange platform between bidders and buyers Creation of a buyers community that can access the RFI/RFP content Possibility to set the format of answers Support the bids analysis RFP history 27

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