Large Account Management Process^SM (LAMP®) from Miller Heiman® helps sales professionals and organizations develop strategies to protect and grow their strategic accounts. Given the importance of strategic accounts to the achievement of corporate growth objectives, it is frequently a key activity of an organization's overall strategic planning process.

LAMP® is a multi-step methodology that is customer focused and that is repeatable, manageable, consistent and sequential. It is designed to bring the strategic account relationship into full view for the entire selling organization.

Participants in the workshop work on one of their active strategic accounts throughout the workshop. First, they identify the various fields of play, key players, trends and opportunities impacting their customer’s business, the selling organization’s critical vulnerabilities they need to be aware of and the selling organization’s strategic strengths available to help the customer. LAMP® then directs the focus to objectively evaluating the current state of the relationships within the key account and identifying where it needs to be moved to realize the 1-3 year sales objectives.

The assessment that results is used to create consensus amongst the account team. The results are also used to develop and evaluate sales and support action plans that will enable the account team to realize their sales objectives. Actions include aligning members of the selling team with key people within the strategic account and focused investments in order to move the relationship forward.