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 organizations. The program 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 program 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 preserve their position as trusted advisors.
Based on the success of clients who have adopted LAMP®, 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 program. 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
Any member of the organization involved in account management. This includes sales and sales management, as well as post-sales support associates such as those in 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®).
Enable field salespeople to
Enable sales managers and senior leaders to