Large Account Management Process^SM

Strategic Planning for Protecting and Growing Key Accounts

Large Account Management Process (LAMP) uncovers how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides organizations a road map for identifying strategic customer relationships that have growth potential. The outcome is a one- to three-year plan to strengthen the account relationship through team selling and customer collaboration.

Organizations learn to determine account revenue potential and how it impacts their selling strategy. The process highlights how managing a customer's perception of the business relationship and mutually identifying the appropriate level of collaboration can significantly minimize price sensitivity and competitive threats. LAMP helps sales organizations objectively determine this perception and define goals to keep their position as trusted advisors.

Program Overview

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