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

by Robert B. Miller (Author), Stephen E. Heiman (Author), Tad Tuleja (Author) "A couple of years ago, we were seated around a client's conference table conducting an executive briefing for senior management..." (more)
Key Phrases: situation appraisal, momentum curve, large account, Action Plan, Charter Statement, Primary Revenue Target (more...)

Editorial Reviews

Review
"Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation" --This text refers to the Paperback edition.

Product Description
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.

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Product Details

• Paperback: 218 pages
• Publisher: Grand Central Publishing (May 1, 1992)
• Language: English
• ISBN-10: 0446393568
• ISBN-13: 978-0446393560
• Product Dimensions: 8 x 5.3 x 0.7 inches
• Shipping Weight: 7.2 ounces
• Average Customer Review: 4.7 out of 5 stars See all reviews (6 customer reviews)
• Amazon.com Sales Rank: #687,867 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

20 of 20 people found the following review helpful:

4.0 out of 5 stars Proven to be effective in real businesses, May 14, 1998

By A Customer

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+.

10 of 12 people found the following review helpful:

4.0 out of 5 stars Building Strategic Relationships, January 29, 2000

By	Bonnie Brannigan (Dublin) - See all my reviews

In this age of consolidation, big companies keep getting bigger. For suppliers, losing any large account can be at least dramatic or at worst devastating. Large Account Management Process (LAMP) from Miller Heiman presents a logical, team friendly method of knowing how your company is positiioned in your large accounts, and what needs to be done to maintain or improve that position. Highly recommended.

6 of 7 people found the following review helpful:

5.0 out of 5 stars An eye-opener!!! It's an action-oriented book., May 6, 1998

By A Customer

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.