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Tables of Contents for Successful Large Account Management
Chapter/Section Title
Page #
Page Count
Preface
vii
Acknowledgments
xi
Foreword
xiii
Introduction: ``Watch That Basket''
1
12
PART I: LAMP'S BASIC PRINCIPLES
Account Management: Beyond the ``Muddling Through'' Approach
13
8
Big-Picture Strategy: The Art of Positioning
21
7
Lamp Strategy Workshops: A User's Guide
28
7
PART II: SITUATION APPRAISAL
Targeting Your Large Account
35
7
Charter Statement
42
13
Moving Up the Buy-Sell Hierarchy: Levels of Business Relationship
55
11
Seeing Through Your Customers' Eyes
66
10
Using Your Own Eyes
76
6
Putting It All Together Stage One: Situation Appraisal Summary
82
17
PART III: SETTING YOUR STRATEGY
``Knowing What the End Result Looks Like'': Strategic Goals
99
8
Primary Revenue Target
107
14
Building Your Own Model T: Focus Investment
121
7
``Just Say No'': Stop Investment
128
14
Putting It All Together Stage Two: Your Draft Strategy
142
9
PART IV: IMPLEMENTING YOUR ACTION PLAN
The Key to Implementation: Planning
151
9
The Stepping-Stones of Your Strategy: Setting Objectives
160
10
Closing the Gap
170
9
Putting It All Together Stage Three: Your Action Plan
179
14
PART V: LOOKING BACK---AND AHEAD
The Ninety-Day Review
193
9
An Immodest Proposal: Straight Talk for Senior Managers
202
11
Index
213