Large Account Management Process^SM (LAMP®)

Strategic Planning to Protect and Grow Key Accounts

Today, strategic customer accounts are the most important assets for a successful business. To survive in the current volatile business climate, all companies, regardless of industry or size, must focus on protecting those crucial assets. Strategic accounts aren't just the top revenue-generators; they may include smaller companies offering strong growth potential or unprecedented access to new markets. 

Our Large Account Management Process (LAMP®) helps companies achieve a consistent approach to protecting and growing their strategic accounts by bringing the entire relationship into view. This involves first identifying all key players within the strategic account, trends and opportunities impacting their business, and your strengths to help the customer. Then the focus turns to evaluating the current state of your relationship with the key account and where you need to move that relationship to realize your long-term objectives. Based on this assessment, you create consensus and action plans among your account team to move the relationship forward.

If your organization is trying to address the following issues, then LAMP® may be the right solution.

• Blind-sided by the loss of a key account
• Need to collaborate across the enterprise to unlock the potential of strategic accounts
• Desire to transition from "vendor" to "strategic advisor"
  to key accounts
• Need insurance against the loss of a key account manager or key sponsor within a key account
• Desire to reverse erosion and start growing revenue within
  key accounts
• Achieve (revenue) growth objectives set by the executive team

- Sales Executive, Insurance

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