Public Workshops

WHAT IS LAMP

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 keep their position as trusted advisors.

WORKSHOP DETAILS

• Breakfast, lunch and material is included in the price
• Upon completion you will receive an official Miller Heiman Certificate
• Cost Workshop: 1,595 € + 16% VAT

CONTENT WORKSHOP

• During the program you will learn 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.

HOW YOUR ORGANIZATION WILL BENEFIT

Enable field sales 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 management and senior leadership to:
• Document multi-year plans to manage key accounts. This allows information to be easily shared across account teams.
• Develop stronger and wider relationships within key accounts. This increases account retention and long term stability and growth.
• Allocate limited resources more effectively.

WHO SHOULD ATTENT

Any member of the organization 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 ProcessSM (LAMP).

• Sales Directors
• Sales Managers
• Key Account Managers
• Responsible for Major Accounts
• Marketing Directors and Executives
• Accounts Managers
• Project Managers
• Director of Strategy and Business Developmen
• Sales Professionals
• Consultants
• Responsible for Sales Support

DOCUMENTS

Brochure LAMP