Large Account Management ProcessSM

Workshop Information

Large Account Management ProcessSM
Strategic Planning for Protecting and Growing Key Accounts

Large Account Management Process(SM) (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. Participants develop a one- to three-year plan to strengthen the account relationship through team selling and customer collaboration.

LAMP® begins with an analysis of an organization’s current position within actual accounts to identify discrepancies and develop a shared vision between your organization and your customer’s organization. LAMP® participants learn to document long-term plans for managing key accounts and allocating resources effectively. They will also learn to craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability. The program also presents a method for enhancing relationships between the buying and selling organizations.

Participants 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.

LAMP® may be the right solution if your company is trying to:
• Avoid being surprised at the loss of key clients
• Collaborate across the enterprise to unlock the potential of strategic accounts
• Transition from vendor to trusted advisor status with strategic customers
• Ensure that relationships continue in strategic accounts regardless of manager or key sponsor turnover
• Reverse erosion within key accounts
• Achieve account growth objectives set by the executive team

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.

Workshop Agenda

March 04-05, 2010 from 8:30AM to 4:30PM. Breakfast and lunch are included each day. Continental breakfast begins at 8:00AM.

Location

Regus Centre - map
1230 Avenue of the Americas
New York, NY 10020 USA
Tel: + (917) 639-4000

Recommended Hotel Information

Marriott Hotels - map
1033 Avenue of the Americas
New York, NY 10020 
Tel: + (212) 768-0007