TY - JOUR T1 - The Role of the Customer in Turnarounds JF - The Journal of Private Equity SP - 56 LP - 63 DO - 10.3905/JPE.2009.12.3.056 VL - 12 IS - 3 AU - Lowell C Wallace Y1 - 2009/05/31 UR - https://pm-research.com/content/12/3/56.abstract N2 - This article takes a look at how the customer can be the key to the successful turnaround of a distressed business in any category. It presents the argument that one reason so little attention is paid to the customers is that they are often seen as the reason a business slips into a distressed state, rather than the cure. In reality, customer defection is a symptom of distress, not its cause. The article presents primary examples of successful turnarounds that relied on the customer from the automotive aftermarket and a distributor of machine tools.TOPICS: Private equity, financial crises and financial market history, technical analysis, manager selection ER -