Large Account Management Process® from Miller Heiman

In most businesses, five percent of the accounts bring in over fifty percent of the revenue. Large Account Management Process® shows you how to manage and grow these crucial accounts.

Customer-oriented, LAMP® demonstrates how to move up a "buy-sell hierarchy" by positioning yourself with senior people in the buying organization and delivering the corporate results that matter most to them.

Working in teams composed of account representatives and their managers, LAMP® participants develop strategic account analysis for key accounts, establish hard-number, realistic revenue targets, and devise detailed action plans for reaching their goals.

What You'll Learn:

How to build lasting, strategic relationships with your best customers
How to move from "commodity vendor" to "joint venture business partner"
How to manage the Large Account as a whole, not as a grab bag of disconnected sales
How to use your Strengths and Opportunities to capitalize on current market trends
How to deliver the value-added contributions your customers need
How to focus your energy on work that will pay off - and stop investing in projects that waste your time
How to decrease the importance of price sensitivity
How to turn teamwork from a pipe dream into a reality
How to identify and implement essential support programs
How to bring reality into your quarterly revenue forecasting
How to establish hard-number Revenue Targets
How to write account Action Plan that bring measurable results
How to make your clients see your company as indispensable to their business

Who Should Attend:

Selling To Hospitals Talking To Admin

LAMP®