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.
Program Overview
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Don't Lose
Your Strategic Accounts
Take our 5-minute Strategic Account Risk Assessment to determine if there is room for improvement with your account management practices.
Two-in-One
Learn about combining LAMP® with Strategic Selling® in a 3-day workshop.
LAMP® Implementation
Based on the best practices of Miller Heiman's clients, 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.
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