Publicly, IT tenders are designed to be transparent, competitive, and fair.
In reality, many professionals in the market know: not all tenders are won honestly.
Sometimes the winner is clear before the tender even starts.
Sometimes the technical requirements “coincidentally” match one supplier perfectly.
And sometimes purchases are made outside official vendor channels, without partners, approvals, or MAF documentation.
At SMMHub, we encounter these situations regularly — not only as tender participants, but also when companies ask for help after problems begin.
This article is not about accusations.
It is about understanding the risks, recognizing warning signs, and knowing how the law works in such cases.
1. How clients quietly help “their people” win tenders
One of the most common practices is controlled competition.
On paper, the tender is open.
In practice, the conditions are structured so that only one participant can realistically win.
Typical signs include:
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technical specifications tailored to a specific brand or model;
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unrealistically short deadlines for outsiders, but convenient for insiders;
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selective answers to clarification requests;
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tolerance of formal mistakes for one bidder and strict rejection for others;
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rejection of alternatives under vague “non-compliance” arguments.
From the outside, everything looks procedural.
From inside the market, it is clear: the game is not equal.
2. Internal employees and corruption risk
The most sensitive topic is the role of internal employees on the client’s side.
In many grey schemes, internal staff may:
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influence how technical requirements are written;
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“advise” a specific supplier during preparation;
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ignore obvious violations;
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promote purchases through secondary markets;
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receive direct or indirect benefits.
It is important to understand that corruption rarely looks like cash in an envelope.
More often it takes the form of favors, future promises, informal rewards, or career opportunities.
And this is where serious legal and reputational risks begin — not only for the client, but also for large corporations involved.
3. Purchases without vendor approval and without MAF: what really happens
A particularly dangerous area is procurement through secondary markets, without:
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official partners,
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MAF / MDF / Deal Registration,
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vendor awareness or approval.
In practice, this may involve:
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licenses or hardware sourced via third countries;
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grey distribution channels;
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unclear product origin;
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lack of official support;
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broken or unverifiable supply chains.
In some cases, the client does not even realize they are buying non-official products.
In others, the risk is knowingly accepted to reduce cost.
Both scenarios carry serious consequences.
4. Risks for large corporations (often underestimated)
Many believe grey schemes only hurt small companies.
That is not true.
Legal risks
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violation of vendor partner policies;
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sanctions-related exposure;
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claims or audits initiated by vendors;
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potential regulatory investigations.
Technical risks
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no access to updates and patches;
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denied vendor support;
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security vulnerabilities;
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warranty refusal.
Reputational risks
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loss of partner status;
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blacklisting by vendors;
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reduced trust from customers;
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exclusion from future tenders.
In many cases, large corporations pay the price one or two years later, when the issue becomes visible and public.
5. How the law works in these situations
Procurement and anti-corruption laws formally protect fair competition.
Core principles include:
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equal access;
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non-discrimination;
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transparency;
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justified technical requirements;
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conflict of interest prohibition.
The problem is not the absence of regulation.
The problem is that many market participants do not use the legal tools available to them.
6. How to fight grey schemes: practical steps
These are not theoretical recommendations.
They are actions that work in practice.
Document everything
All requests, replies, timelines, and document versions must be recorded.
Request formal clarifications
If specifications appear tailored — request justification in writing.
Work directly with vendors
Confirm official supply channels, MAF availability, and partner status.
File objections properly
Not emotionally, but legally and technically grounded.
Avoid grey participation
Short-term gain almost always turns into long-term damage.
7. The SMMHub position
At SMMHub, we deliberately work only through official channels, with vendors and authorized partners, ensuring:
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compliance with partner programs;
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transparent pricing;
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legal clarity;
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long-term protection of client interests.
We have seen too many cases where “cutting corners” later became a serious business problem.
Final conclusion
Grey schemes in IT tenders exist.
Internal employees may be involved.
Secondary-market procurement happens.
But one thing is becoming clear:
The market is learning to identify and punish these practices.
And in the long run, those who work transparently win — not those who bypass the rules.
Clean procurement is not idealism.
It is risk management.
And the earlier companies understand this, the safer their future becomes.