The classification of the possible approaches to pricing in the framework of the state defense order is presented. The problems arising from the current pricing system in the state defense order are described. The necessity of a fundamental change in approach to pricing in the state defense order is proved. Formulated the key principles on which the effective pricing model should be based and which implies the use of complex mathematical models of price formation. Highlighted conceptual features, which must comply with the final results of the proposed pricing model based on the requirements of both the customer and the executor of the state defense order.