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 signifi cantly 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 defi ne goals to keep their position as trusted advisors.

LAMP® Implementation
Based on the success of clients who have adopted the Large Account Management ProcessSM, 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 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 profi tability.

LAMP Case studies;

Leasing and Logistics (Lex Vehicle)

Telecom Case1 (Minicom, O2, Symbian)

Telecom Case2 (Minicom, O2, Symbian)

IT (ATOS)

Software (Experian)

Engineering (Thales)

Professional Services and Finance (Aon)

Process Management (Emerson)