The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets - Softcover

Miller, Robert B; Heiman, Stephen E; Tuleja, Tad

Softcover

ISBN 10: 0749445017 ISBN 13: 9780749445010

Publisher: Kogan Page, 2005

Synopsis

"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.

About this title

About the Authors

Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling The New Strategic Selling.

Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as Director of Marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.

In 1978 Stephen E Heiman joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.

Tad Tuleja is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original Strategic Selling (published by Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics.

From 1987 to 1991, Tad Tuleja directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.

From the Inside Flap

"Having an effective method for managing all accounts has succeeded in giving Mincom the best chance of determining the most successful
sales objectives, increasing the value level within its customer relationships and planning its own investment resources."
Allen Vaughn, Vice President of Global Sales, Mincom

"LAMP® 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

The book that shows how to keep your most important customers.

Whatever your company s sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management will show you. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling have put together a new version of this hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. Now fully updated, this new edition is crammed with current examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to:

devise a strategic action plan for managing your key accounts;
manage them effectively and profitably;
build long-term relationships with clients;
improve competitive positions in important accounts;
move your relationship up the buy sell hierarchy.

Whatever business you re in, whatever its size, The New Successful Large Account Management shows you how to protect those crucial accounts that you can t afford to lose.

The Miller Heiman Large Account Management Process (LAMP®) is used successfully by some of the world s largest companies.

Excerpt. © Reprinted by permission. All rights reserved.

The New Landscape of Account Management; Selecting the Large Account; A Real-World Example; The Buy-Sell Hierarchy; Preparing the Ground; Strategic Players; The Accounts Trends and Opportunities; Your Strengths and Vulnerabilities; Situation Appraisal Summary; Charter Statement; Goals; Focus Investments; Stop Investments; Revenue Targets; Pre-Action Overview; Actioning the Strategy; Ninety-Day Review; The LAMP Advantage.

Edition details

• Publisher: Kogan Page
• Publication date: 2005
• Language: English
• ISBN 10: 0749445017
• ISBN 13: 9780749445010
• Binding: Paperback
• Edition number: 3
• Number of pages: 224