Large Account Management Process ® is a three-phase program, focused on understanding the customer’s perception of the relationship that they have with the your organization.

Large Account Management Process ® is appropriate for sales and support teams who are focused on added additional value in their relationships with their existing customers. Large Account Management Process® requires the support team to assess their current positioning, the mutually desired positioning with the account and the actions necessary over the next 18 to 36 months to move the relationship forward.

Phase One: Data Gathering

·        The account manager gathers information about the account by interviewing key people in the buying organization, key people in the selling and support organization and by conducting market research.

Phase Two: Strategy Development

·        Team-based strategy development facilitated by Miller Heiman utilizing the data gathered in Phase One. This two-day session seeks to align the mutually desired relationship goals identified during the interviews conducted.

Phase Three: Implementation

·        Core team members acquire sign off from internal management to the strategy and sign off from the customer for the strategy. Following approval, the action plan determined in Phase Two commences. Management engages with the LAMP team every 45-days to ensure availability of resources and to remove any internal blocks to the strategy.

 During this program, your cross-functional team members will learn how to: