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Large Account Management Process

Large Account Management Process

Large Account Management ProcessSM (LAMP®) reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides a road map for strategic customer relationships that have growth potential through the development of a one-to three-year plan to guide team selling and customer collaboration efforts.



Target group


Participants' Comments


Dates & booking

ContentLarge Account Management Process Glasgow Glasgow -

> Graeme Angus Miller Heiman Europe GmbH
More about the trainer

LAMP® begins with an analysis of the company’s current position within actual accounts to identify discrepancies and develop a shared vision between the buying and selling organizations. The programme then delivers a process to document long-term plans for managing key accounts and allocating resources efficiently. As a result of adopting this process, account managers will craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability.

The programme also presents a method for enhancing relationships between the buying and selling organizations. Price sensitivity and competitive threats are significantly reduced by managing a customer’s perception of the business relationship and mutually identifying the appropriate level of collaboration. LAMP® helps sales organizations objectively determine this perception and define goals to keep their position as trusted advisors.

LAMP® Implementation

Based on the success of clients who have adopted the Large Account Management ProcessSM, we have developed a best practice methodology to guide your implementation. LAMP® Implementation provides the basis for focus, preparation, planning and execution that will increase the success and adoption of LAMP® into your account management programme. LAMP® Implementation builds additional rigor around LAMP® by providing the key steps before and after the standard workshop delivery.

LAMP® may be the right solution if your sales organization is trying to:

  • Avoid being surprised by 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.
  • Improve customer profitability.

Objectives and Benefits

Enable field sales to:

  • Analyze the current status of relationships to identify discrepancies and develop a shared vision with customers.
  • Align members of the selling team with their counterparts in customer organizations to improve communication and collaboration.
  • Learn to set clearly defined sales and relationship goals with measurable results.

    Enable sales management and senior leadership to:

    • Document multi-year plans to manage key accounts. This allows information to be easily shared across account teams.
    • Develop stronger and wider relationships within key accounts. This increases account retention and long term stability and growth.
    • Allocate limited resources more effectively.
    • Identify and segment divisions of large customer organizations into manageable segments.

      Target group

      Who Should Attend?

      Any member of the organization involved in account management. This includes sales and sales management as well as post-sales support such as customer service, logistics, and IT. Any department that will have an ongoing relationship with strategic accounts can help advance the customer relationship by implementing the Large Account Management ProcessSM (LAMP®).


      Day 1
      10:00 - 11:15 Introduction, key customer planning, customer planning, defining pitch, pitch workshop
      11:15 - 11:30 Break
      11:30 - 13:00 Strengths & red flags workshop, customer relationship hierarchy, workshop, required information workshop, court workshop
      13:00 - 14:00 Lunch
      14:00 - 16:00 Assessment of the relationship hierarchy from the perspective of the field, assessing the situation, the workshop reviewed the situation
      16:00 - 16:15 Break
      16:15 - 18:00 Elements of a strategy, charter statement, statement charter workshop, objectives, workshop: goals, tasks for the evening
      Day 2
      10:00 - 11:15 Questions day 1 and overview day 2, Workshop: objectives (continued), objectives, current investment decisions
      11:15 - 11:30 Break
      11:30 - 13:00 Determining negative investment decisions, workshop: focus on investments & stop for investments, individual sales targets, sales targets single workshop, sales targets, sales targets workshop
      13:00 - 14:00 Lunch
      14:00 - 16:00 Sales & support program workshop, collecting data from the field, gold sheet guide, gold sheet workshop #1
      16:00 - 16:15 Break
      16:15 - 18:00 Gold sheet workshop #2, implementation, program evaluation

      Participants' Comments

      “LAMP® puts all of our key players on the same page and allows us to focus cooperatively on our goals and objectives. It helps us allocate resources to our focus investments and think strategically about stop investments.”



      The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

      You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

      Certification tracks have been specifically designed for individual sales roles.

      Dates and feesLarge Account Management Process








      16.11.17 - 17.11.17




       Heribert Schuwerk

      1.695,- EUR

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