Large Account Management Process (2 days) 29th - 30th January 2019 - Milton Keynes

LARGE ACCOUNT MANAGEMENT PROCESS

Content
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 organisations. The programme 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 programme also presents a method for enhancing relationships between the buying and selling organisations. 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.

LAMP® may be the right solution if your sales organisation 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 profitability.