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The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets: Maintaining and Growing Your Most Important Assets - Your Customers [Paperback]

Robert B Miller , Stephen E Heiman , Tad Tuleja

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Book Description

3 Nov 2005

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. 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

"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."

- Paul Wichman, vice president and senior division sales manager, Schwab Institution

'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

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“The quickest way to unravel the mysteries of successful large account management” -- Patrick Thomas, Development Director for Global & Strategic Accounts, Aon Risk Services International

Book Description

The authors of The New Stategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships.

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Competitive pressure on companies has never been greater. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

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Most Helpful Customer Reviews on (beta) 4.6 out of 5 stars  13 reviews
22 of 23 people found the following review helpful
4.0 out of 5 stars Proven to be effective in real businesses 14 May 1998
By A Customer - Published on
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+.
8 of 9 people found the following review helpful
5.0 out of 5 stars An eye-opener!!! It's an action-oriented book. 6 May 1998
By A Customer - Published on
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.
9 of 11 people found the following review helpful
5.0 out of 5 stars This is a must have!! EXCELLENT BOOK! 16 Aug 2001
By A Customer - Published on
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!
11 of 14 people found the following review helpful
4.0 out of 5 stars Building Strategic Relationships 29 Jan 2000
By Bonnie Brannigan - Published on
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.
2 of 2 people found the following review helpful
5.0 out of 5 stars One of the Best Advices Ever on Account Management 9 Feb 2008
By c.j. Ng ( - Published on
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
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