Your Investment (3 Days) – $7,800
Strategic Planning for Protecting and Growing Key Accounts
Large Account Management Process(SM) (LAMP®) is a proven methodology used to manage, protect, and grow strategic accounts by bringing the entire relationship into view. Participants develop long term plans to strengthen account relationships through customer collaboration with the support of an internal, cross functional account team.
LAMP® begins with an analysis of an organization’s current position within actual accounts to identify a clear picture of how the selling organization is perceived by the strategic account. Participants learn the importance of interviewing customers to understand the account’s current situation — trends, challenges, and opportunities—their view of the current relationship between the buying and selling organizations, and their vision for the future relationship. LAMP® participants learn to document long-term plans for managing key accounts and allocating resources effectively. They learn to craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability.
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 align their sales and relationship goals with those of their most strategic accounts.
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 Group’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.
*Course fees are subject to change without notice.
Meals: Breakfast and lunch are included each day. Continental breakfast begins at 8:00 a.m.