The Large Account Management Process℠, better known as LAMP® is a customer-centric, business planning process for managing the relationship with your most significant accounts. This business planning process provides a roadmap for strategic customer relationships that have growth potential through the development of long-term plans to guide team selling and customer collaboration efforts.
LAMP® begins with an appraisal of how segments of strategic accounts perceive the value that a selling organization brings them today, and then builds an actionable strategy based on what the two entities would mutually like the relationship to become. The program 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.
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 relationship goals to preserve their position as trusted advisors.
LAMP® may be the right solution if your sales organization is trying to
Participants in LAMP® are guided through five stages of the process that build upon one another. A LAMP® initiative is centered around a strategy session that is preceded by important data gathering, and followed by follow-up sustainment activities.
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 strategic account managers to
Enable sales managers and senior leaders to