Large Account Management Process® (LAMP®)

Program description

Prove your organization’s value to your customers.

The Large Account Management Process (also known as LAMP) focuses on planning for and managing relationships within strategic accounts. Using our Gold Sheet analysis and strategy, LAMP teaches organizations how to build realistic account management plans that ensure success for both sellers and their customers.

The LAMP initiative covers three key stages of account management: data gathering, strategy sessions and execution. By using this proven process, LAMP helps sales organizations to positively impact everything from customer perception to cross-team collaboration.

Learning objectives

• Gather account data about key players, revenue history, industry trends, business and organizational issues, and the account’s view of you and your closest competitors.
• Identify the strategic players, field of play’s trends, field of play’s opportunities, your organization’s strategic strengths, and your organization’s critical vulnerability.
• Determine your position on the buy-sell Hierarchy, both from your perspective and the field of play’s, and where you want it to go.
• Develop a charter statement.
• Create relationship goals to support the charter statement.
• Determine appropriate focus investments and stop investments.
• Set revenue targets.
• Identify the single sales objectives, investment programs, information needed, and actions to implement your plan.

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