Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace

by Stephen E. Heiman, Tad Tuleja, Robert B. Miller

Book Overview

Most companies depend on a handful of crucial clients for at least half of their revenues. To improve these critical business relationships, this dynamic book explains Large Account Management Process (LAMP) techniques that will make sure readers keep their most important accounts.

• Format: Paperback
• Language: English
• ISBN: 0446393568
• ISBN13: 9780446393560
• Release Date: May 1992
• Publisher: Grand Central Publishing
• Length: 218 Pages
• Weight: 0.55 lbs.
• Dimensions: 0.6" x 5.3" x 8.1"

Customer Reviews

One of the Best Advices Ever on Account Management

The issue with most Key Account Managers out there is that they are more focused on maintaining the "relationship" with 1 or 2 players in that account, and then let it grow organically. LAMP provides the insights on how you can not only defend the account, but also grow it faster by focusing on building strategic relationships with the diverse different players in your account, and feel the pulse of what will be the future business directions that this company will be having, and how you can capitalise on that. LAMP is multi-dimensional as it handles relationship vs. business; as well as defense vs. growth. A good companion to this book will be Major Account Sales Strategy

LAMP - An Usefull guide to Account Planning

LAMP is the best book I have read about Key/Large Account Planning. Most salesreps and hates the planning process and struggle with their plans. This down to earth approach helps a salesrep to organize his work in developing his account plans in a straightforward and pragmatic way. Instead of focusing on history, LAMP is targeting the future and helps you to align your resources through action plans.

This is a must have!! EXCELLENT BOOK!

The first chapter of this book was like reading an unauthorized biography of all my short comings in managing my largest accounts. Even as a top five performer, I still felt like I was flying by the seat of my pants. This book set out a course for improvement that has changed my professional career forever. If you manage large global accounts this book should be your bible. Mine is still drying out from massive highlighter use!

Proven to be effective in real businesses

Answers the question "how should I be working with field sales."   Contains tables, worksheets, lists, and step-by-step approaches with examples.   The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.

An eye-opener!!! It's an action-oriented book.

LAMP helped me see how critical it is to take care of our large accounts. I realized that our survival as a company depends on them. Right now, we are taking the necessary action to apply the concepts that we have learned from the book.