North America

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.

LAMP® implementation

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

  • 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 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

Who should attend

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®).

How your organization will benefit

Enable field salespeople 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 managers and senior leaders to

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

Delivery Options

Whether you are looking for in-person training, digital options, an integrated approach or a blended solution, we can ensure an experience that best suits your workforce.

Instructor Led Training

Digital Learning Options

Integrated Training

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