Large Account Management ProcessSM
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.
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Sales Training Workshops
Join us for a LAMP® workshop in your area.
July 1, Paris, France
July 7, Lagos, Nigeria
July 8, Johannesburg
July 14, Milton Keynes, UK
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Learn about combining LAMP® with Strategic Selling® in a 3-day workshop.
LAMP® Implementation
Based on the best practices of Miller Heiman's clients, utilizing LAMP® Implementation provides the basis for focus, preparation, planning and execution that will increase the success and adoption of LAMP® into your account management process. LAMP® Implementation builds additional rigor around the LAMP® methodology by providing the key steps before and after the standard workshop delivery.
Contact us for more information on LAMP® Implementation.