Large Account Management Process

Large Account Management Process (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.


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 organisations. 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 organisations. 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 Process, 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 organisation 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.

Ziele und Nutzen

Enable field sales to:

  • Analyse 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.


    Who Should Attend?

    Any member of the organisation 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 Process (LAMP®).


    DAY 1

    Introduction, key customer planning, customer planning, defining pitch, pitch workshop


    Strengths & red flags workshop, customer relationship hierarchy, workshop, required information workshop, court workshop


    Assessment of the relationship hierarchy from the perspective of the field, assessing the situation, the workshop reviewed the situation


    Elements of a strategy, charter statement, statement charter workshop, objectives, workshop: goals, tasks for the evening

    DAY 2

    Questions day 1 and overview day 2, Workshop: objectives (continued), objectives, current investment decisions


    Determining negative investment decisions, workshop: focus on investments & stop for investments, individual sales targets, sales targets single workshop, sales targets, sales targets workshop


    Sales & support program workshop, collecting data from the field, gold sheet guide, gold sheet workshop #1


    Gold sheet workshop #2, implementation, program evaluation


    “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.”


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