ProblemAlexander Bandelli is currently the District Manager for Ronsini & Fitch (“R&F”),Boston’s office. The senior manager at R&F saw the need for a new blood in theBoston office to shake things up. They wanted Bandelli to bring R&F, especiallythe Boston office, into the 21 century. For the first sixty days, Bandelli not onlytalked to the people, he also listened and got involved in issues. Through hiscommunication and analysis, Bandelli has determined the three major problemshe saw in the office, which concerned finance, culture and brand equity.Inorder for changes to be made, in the Boston office, Bandelli has decided tofocus on these issues. Bandelli correlated these issues with what he hasidentified as the “Three Cs”. The Three Cs were lack of communication, lack ofcooperation and lack of collaboration. Because of the lack of unity within thisoffice, externally, their reputation in the local market was not a good one.(Yuko)There were less awareness and presence in downtown Boston as propertyowners did not typically think of R&F when looking for a company to managetheir property. People said ‘the R&F Boston office was not providing the level ofservice necessary to compete in the market’.In order for the office to overcomethis, Bandelli would need to focus on team building. However, with his big plansto revitalize this office in two years, would be a tall order to fill.(Mayumi)Because it needed to hire the new staff for the specialization in a localarea, to plan the termination process. And he also found there were no systemto share information, no culture included vision, and no cost control.The three major problems Bandelli saw with the office concerned finance,culture, and brand equity:(Maehashi)FinancialsThe financials were dismal. The office ran on a thin gross margin. Expenses atthe office were over budget. High levels of the pay-out to the brokers in theform of advances because half of the brokers did not earn enough to cover theiradvances and some earners were in very high brackets. Additionally, severalolder brokers were having bad years and several inadequate new hires.
