How do you strengthen relationships with your key customers?

Strengthening key account management

“LAMP® has opened another opportunity within my largest existing client which had previously not been considered possible.”
Business Development Director, Financial Services

“The chance to work and plan together in a consistent and structured way with my account team added immense value.”
Account Manager, IT Services

Large Account Management Process® (LAMP) uncovers how best to manage and grow strategic accounts by bringing the entire relationship into view. This process enables account teams to design and share a road map for identifying accounts with growth potential. Participants develop a one-to-three year plan to strengthen the account relationship and expand it through team selling and customer collaboration.

LAMP® begins with an analysis of your organisation’s current position within actual accounts to identify discrepancies. Here, you will develop a shared vision between your organization and your customers’ organization. LAMP® participants learn how to document long term plans for managing key accounts and allocating resources effectively. They will also learn to craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration and ensure accountability. The programme also presents a method of enhancing relationships between the selling and the buying organisations.

Participants learn to determine account revenue potential more accurately and how it impacts selling strategy. This process highlights how managing a customer’s perception of the business relationship and identifying the appropriate level of collaboration, can significantly minimize price sensitivity and competitive threats. LAMP® helps sales organizations objectively determine this perception and define goals to keep their position as trusted advisors.

Decide on LAMP® if your sales organisation is trying to:

  • avoid surprise losses of key clients
  • collaborate across the enterprise to unlock the potential of strategic accounts
  • help the transition from vendor to trusted advisor status with strategic customers
  • ensure that relationships continue in strategic accounts regardless of staff turnover
  • prepare better for upcoming supplier reviews
  • reverse erosion within key accounts
  • achieve account growth objectives set by the executive team

LAMP® Implementation – Customer relationship management (CRM) integration available

Based on the best practices of Miller Heiman’s clients, utilizing LAMP® Implementation provides the basis for focus, preparation, planning and execution that will increase the success and adoption of LAMP® into your account management process. LAMP® Implementation builds additional rigour around the LAMP® methodology by providing the key steps before and after the standard workshop delivery. Contact us for more information on LAMP® Implementation.