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4 Managing Customers Through Economic Cycles

Summary

Economic cycles have both boom and bust periods.
Businesses seeking long-term success need to thrive in
all economic environments. Those companies who
continue to achieve this have done so by having their
core business competencies focused on meeting the predict-
able customer changes in a way that continues to leverage
loyalty.

Simple – but how do they do it?
We have split the book into 10 chapters (Chapter 1 being
the Introduction, and Chapter 10 a Summary) to answer that
question.

Chapter 2 – Predicting/Preparing for Economic
Transitions: How businesses can best predict and then
prepare for any economic transition or cycle.

Chapter 3 – Science of How Consumers’ Buying
Changes over Cycles: How consumers’ buying changes
relative to (a) reprioritization of needs, (b) changes in how
they perceive value, (c) in the context of how economic
conditions influence (a) and (b).

Chapter 4 – Consumer Loyalty Strengths/Vulnerabilities
in Cycles: How different loyalty types endure varying
economic conditions.

Chapter 5 – B2C Approaches for Dynamic Consumer
Needs/Value Tradeoff: Proven consumer tactics op-
timized for different economic cycles.

Chapter 6 – B2B Approaches for Different Economic
Cycles: Proven approaches, transformation strategies,
and business case methodologies for economic
conditions.

Chapter 7 – Mastering Information across Economic
Cycles: Strategies and tactics for leveraging information
to optimize business through economic transitions.