Minds&More

Large Account Management Process

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Large Account Management ProcessSM (LAMP®) provides a framework to manage and grow accounts by bringing the entire relationship into view. The session is ideal for any member of the organisation involved in account management. This includes: sales, sales management, post-sales (customer service, logistics, IT,..)

Session content

  • Analysis of your current position within actual accounts to identify discrepancies and develop a shared vision
  • Adopt a process to document long-term (3-years) plans for managing key accounts and allocating resources efficiently
  • Craft strategies with clear roles and responsibilities
  • Method for enhancing relationships between the buying and selling organisations
  • Reduce price sensitivity and competitive threats
  • Identify and manage a customer’s perception of the business relationship and identify the appropriate level of collaboration to keep the position of business advisor

Expected benefits

  • 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

About this format :

Preparation (1-3 days over a 6 weeks period) + 2 day Workshop + follow up after 90 days

Available in :

EN - NL - FR

Price per participant :

1.695 EUR

In partnership with :