MYM Episode 72 with PETER LIERNI copy

72: The Importance of a Defendable Win Strategy in Capture – With Peter Lierni

On this first episode of Season 4, we explore the world of competitive pursuits and the transformative power of Peter Lierni’s Solution Engineering Tool ™ or SET ™ for short, which helps businesses excel in their pursuit of high-value contracts. SET ™ promises to break the mold by filling a critical industry gap.

Summary

Our guest, Peter Lierni, discusses the various roles such as agency engagers, and proposal managers, emphasizing the importance of understanding capture and adopting a unique perspective. Peter shares his valuable experience in assessing large programs in the Pentagon, which shaped his understanding of capture. One of the highlights of the episode is the introduction of Peter’s software called Solution Engineering Tool ™ or SET ™ for short. Designed specifically for high dollar value, mission-critical, solution-based contracts, SET ™ provides visibility and confidence to the C-suite regarding the state of pursuit in these contracts. It captures proprietary competitive intelligence and helps companies formulate strategies and make informed decisions. Peter shares his journey in developing SET ™, from publishing a book that became the framework for the software to testing it with companies in the aerospace, defense, and security industry.

Throughout the episode, Peter emphasizes the importance of relationships, grace, protecting intellectual property and retaining business intelligence.. He shares stories of his mentor and the team of individuals who have supported him in developing SET ™. We also learn about Peter’s current efforts in marketing the software and his upcoming deals with security companies, including a $35 million company that supports customers like Space Force. Peter’s focus on middle market players, companies between $150 million and a billion, highlights their potential for success in the competitive landscape.

Click to expand

02:53 – 05:24 Experiences, software development, bootstrapped funding.

05:25 – 11:49 Ecosystem of winning.

11:50 – 17:23 SET ™ captures intellectual capital and helps quantify capture efforts.

17:24 – 20:52 Innovative software impresses aerospace defense company.

20:53 – 27:18 Software licensing focuses on middle market companies.

Your Move

  • Get all the resources from this episode at genemoran.com/71
  • Connect with Peter Lierni on LinkedIn here.
  • Learn more about Solution Engineering Framework™ here.
  • Learn more about Solution Engineering Tool (SET™) here.
  • Learn more about Solution Engineering Book here.

You Need a Way to Quickly Assess the Health of the Sales Opportunity

8 Must-Know Elements of the Federal Sale will help you avoid missing your federal sales opportunity.

 

As a bonus, you’ll also receive The Federal Funding hotwire, insights delivered straight to your inbox.

8 Elements of Every Federal Sale Gene Moran Free Download
Make Your Move Podcast with Gene Moran
Subscribe to the podcast
Gene Moran

Gene spent nearly 25 years in uniform, serving in six ships and more than ten duty stations, and visiting over 50 countries serving as a US Navy Surface Warfare Officer and retiring as a Captain. In corporate, he led legislative affairs for a large international defense company from the Washington, DC office. In doing so, Gene gained a detailed understanding of the defense industrial base and supply chains of myriad platforms, systems and capabilities. Then in 2013, he took the leap to start his own business, Capitol Integration. Since then Gene has helped scores of companies improve their federal positions.

Download Your Copy of 8 Must-Know Elements of the Federal Sale

How to Avoid Missing Federal Sales Opportunities

ZIPLINING THROUGH THE VALLEY OF DEATH

Want to unlock funding secrets and close federal contracts faster?

Book Mockup noshadow