#72: The Importance of a Defendable Win Strategy in Capture - with Peter Lierni

Make Your Move with Gene Moran

10-07-2023 • 25 mins

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.



EPISODE HIGHLIGHTS

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/72

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.

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