A practical and honest guide for Armenia’s IT tender ecosystem
In Armenia’s IT tender market, small companies often lose not because they lack expertise — but because they face invisible pressure mechanisms used by larger corporations.
These tactics are subtle, rarely documented, and almost never discussed openly.
But they shape the market, manipulate competition, and push small businesses out long before the tender even begins.
At SMMHub, working closely with global vendors and participating in numerous tenders, we see these patterns from the inside.
And we know one thing:
you cannot fight what you don’t recognize.
Below are 10 hidden pressure tactics big corporations use — and real strategies to neutralize them.
1. Exclusive “special prices” unavailable to others
Large companies negotiate special project-based discounts from vendors — conditions that small companies simply cannot access.
It looks legal, but in practice, it kills fair competition.
How to neutralize it:
-
request official vendor justification for pricing gaps
-
escalate discrimination concerns to regional vendor offices
-
document all pricing discrepancies with timestamps
Vendors fear accusations of violating partner fairness policies — documentation matters.
2. Technical specifications written for one specific product
Some tenders are written so precisely that only one brand or model fits the requirements.
Small companies are excluded automatically.
How to neutralize it:
-
request a clarification of technical requirements
-
highlight discriminatory parameters
-
propose equivalent alternatives
-
file a formal request to broaden the specifications
Most customers adjust Tenders once they realize the risk of formal violation.
3. Price dumping (selling below cost)
Large corporations can afford to submit a near-zero or even negative margin offer to eliminate competition.
Small companies cannot survive such tactics.
How to neutralize it:
-
focus on technical and operational value, not just price
-
demonstrate risks of unrealistically low bids
-
document dumping behaviors and notify regulators
Often the cheapest solution is not the safest — procurement teams know this.
4. Privileged early access to information
Big players receive unofficial early warnings about tenders through:
-
vendor relationships
-
insider consultants
-
informal networks
By the time small companies learn about the tender, it’s already too late.
How to neutralize it:
-
subscribe to all official procurement channels
-
automate tender notifications
-
build your own network of industry contacts
-
document suspicious early-access patterns
The more transparency — the less manipulation.
5. Vendor monopolization
A large partner may push the vendor:
“Give us exclusivity — we bring the volume.”
And smaller companies lose:
-
access to pricing
-
technical assistance
-
deal protection
How to neutralize it:
-
demand equal treatment under vendor policies
-
escalate recurring unfair refusals
-
document all violations
Vendors cannot afford public accusations of favoritism.
6. Artificially inflated tender requirements
This tactic forces smaller companies out by adding barriers:
-
large staff requirements
-
high multi-year turnover thresholds
-
Platinum-level certifications
-
mandatory warehouse stock
How to neutralize it:
-
focus on the team’s proven expertise, not size
-
ask procurement officials whether requirements are truly justified
-
highlight any criteria unrelated to tender objectives
The law requires that all criteria must be logically connected to the project.
7. Influencing the customer through “experts”
Big corporations often manipulate opinions through:
-
external consultants
-
integrators “friendly” with them
-
vendor recommendations masked as neutral advice
How to neutralize it:
-
provide independent technical assessments
-
bring vendors to joint discussions for transparency
-
win trust through clarity and honesty
An educated customer becomes resistant to manipulation.
8. Deliberately slowing down competitor workflow
Large players may “accidentally” create delays:
-
late specification replies
-
inaccurate technical guidance
-
postponed vendor confirmations
-
missing documents right before deadlines
How to neutralize it:
-
keep all communication in writing
-
set strict deadlines for responses
-
store all logs, dates, and proof
Written evidence destroys this tactic instantly.
9. Overloading competitors with unnecessary documentation
Big corporations sometimes push the tender into absurd complexity:
-
excessive certifications
-
hundreds of pages of requirements
-
redundant technical forms
Their goal is simple: overwhelm smaller companies.
How to neutralize it:
-
divide tasks among the team
-
create pre-prepared document templates
-
highlight and challenge requirements irrelevant to the tender
You don’t need to be bigger — just more organized.
10. Pressure after the tender is won
If a small company wins, the “battle” doesn’t always stop.
Big competitors may try to:
-
challenge the award
-
pressure vendors
-
file complaints
-
cause post-award delays
How to neutralize it:
-
maintain flawless project documentation
-
involve vendors as independent witnesses
-
keep all communication transparent
-
report harassment tactics to procurement authorities
Consistency and professionalism protect your win.
Final conclusion: Small companies are vulnerable — but not powerless
Large corporations may have:
-
more money
-
more influence
-
more vendor leverage
-
more legal resources
But they do not have:
-
the right to violate fair competition
-
the ability to erase transparency
-
protection from documented evidence
-
the power to silence companies who defend their rights
And they cannot defeat a market that knows its legal protections.
Small companies have:
the law
agility
expertise
speed
community support
As long as they use these tools wisely — the market can remain fair and competitive.