The Waterway Pricing Gap
#1 strategic issue: JWTC's waterway debris pricing runs far above the winning field when forced into $/CY comparison.
JWTC internal water rate $120/CY; bid $79/CY in Mississippi and still lost to Looks Great at $18/CY.
Yet Brazoria (won) was priced per river mile — avoiding head-to-head $/CY comparison entirely.
Key Insight
Pricing structure decides the outcome. When bids force a $/CY comparison against Looks Great / CTC (Mississippi), JWTC loses on waterway every time. When priced per-mile in a different competitive field (Brazoria TX), JWTC wins at ~60% margin. The strategic question isn't only "how to price" — it's "which battles to fight" and "which pricing structure to bid."
Line-Item Pricing Comparison
| Contract ↕ | ST ↕ | Vendor ↕ | Work Type ↕ | Line Item ↕ | Unit ↕ | Rate ↕ | Layer ↕ | Outcome ↕ | Source ↕ |
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Confidence:
high medium (OCR — verify) low
| Amber row = low-confidence figure, do not bid off it without verifying source.
Competitor Cross-Bid Map
Contracts & Outcomes
| Contract ↕ | ST ↕ | Status ↕ | JWTC Bid ↕ | Winner ↕ | Winning Bid ↕ | JWTC Score ↕ | Partner ↕ | Notes ↕ |
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Bid Simulator (beta — grows with data)
Enter a scope. Returns a recommended pricing band from historical win/loss data for that work type. Bands sharpen as more competitor data is loaded.