The Myth of Most Favored Customer Pricing

Synopsis: With more and more frequency, we run into manufacturers and other vendors who are interested in obtaining a GSA Schedule contract but are turned off by the thought of having to provide their very best price to GSA customers. These vendors have been told that GSA, as the world’s biggest customer in the aggregate, must get the absolute best pricing regardless of terms or conditions. How can it be, a vendor asks, that GSA has to get a better price for a quantity one sale than my commercial customers for volume sales, when GSA will not guarantee a single sale under the Schedule, provides me with no services in return, demands more favorable terms, and has thousands of procurement offices spread across the country that I have to individually contend with?

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