Review : "The quickest way to unravel the mysteries of successful large account management"

Patrick Thomas, Development Director for Global & Strategic Accounts, Aon Risk Services International

Description: 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 takes 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 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.

Contents: Basic Principles: The new landscape of account management: eight lessons • Selecting the large account • A real-world example • Situation Appraisal: The buy-sell hierarchy • Preparing the ground • Strategic players • The account’s trends and opportunities • Your strengths and vulnerabilities • Situation appraisal summary • Strategic Analysis: Charter statement • Goals • Focus investments • Stop investments • Revenue targets • Pre-action overview • Execution: Actioning the strategy • Ninety-day review • The LAMP advantage • Epilogue : Your customer are your future : A case for Strategic account management by Lisa Napolitano • Index • About the authors • About Miller Heiman

About the Authors: Robert B Miller brings almost forty years of experience in sales, consulting, and executive management to help clients succeed in the sales arena. As a recognized expert in complex sales management, he is the co-author of three best-selling business books — Strategic Selling (1985), Conceptual Selling (1987), and Successful Large Account Management (1991) — which have been translated into seven languages. He is also the co-author of a fourth book, The 5 Paths to Persuasion, published in 2004. He has built and managed several sales forces at national and international levels.

In the early 1970s Miller developed the Strategic Selling programs that he later incorporated into Miller Heiman, Inc. Prior to Miller Heiman, Mr. Miller was Vice President and General Manager of North American Operations for Kepner-Tregoe, Inc., a strategic consulting organization based in Princeton, New Jersey.

Stephen E Heiman rose in nineteen years from the level of National Account Salesman for IBM (where he increased sales in all product areas by more than 35 percent and was in the top 5 percent for total sales and percentage quota) to Director of Marketing at Kepner-Tregoe, to Executive Vice President of North American Van Lines. There he operated as General Manager of the $150 million Household Goods Division and, with full P&L responsibility, increased sales and profits by 36 percent in four years’ time. In 1978 he joined Robert Miller as co-principal and full partner in what became Miller Heiman, Inc.

Tad Tuleja The author of thirty-two books, Tad Tuleja has been associated with Miller Heiman since 1985, when he collaborated on its first best-seller, Strategic Selling. Since then he has written three other Miller Heiman books, edited the company newsletter, Bestfew, and — from 1997 to 2003 — worked in marketing communications at Siebel Systems. Educated at Yale, Cornell, Sussex, and the University of Texas — from which he holds a Ph.D. in anthropology — Tuleja directed the University of Massachusetts School of Management writing program for four years. He has also taught at Baylor, Willamette, Colby, and Harvard, which awarded him a Certificate of Distinction in teaching. He currently teaches expository writing at the University of Oklahoma

Target Audience: Corporate Heads, Sales Heads, Academics & students of Sales Management.