week 8_03_01.docx - Problem Alexander Bandelli is currently...

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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.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.CultureMost brokers were reluctant to share information. The traditional decision pointin a real estate transaction for the broker was "should I split my commissionwith another broker to help me win and service this client?"Brand equityThe R&F Boston office was not providing the level of service necessary tocompete in the market. The office did not have a great reputation in the localmarket.Although Bandelli felt the compensation structure must eventually be adjusted,he did not see it as the best or only way to guide the organization and managethe business. He saw the problems regarding the "Three Cs": lack ofcommunication; lack of cooperation; lack of collaboration. His diagnosis result,the three major problems, would be probably correct since he spent 60 dayswhen he was defining the issues with communicating people. The approachwould be a bottom-up approach, and the time spent was not too short, takinghis time budget of 24 months into the considerations. It seemed not the knee-jerk to do something, he was not the leader who shamed into confronting thecrisis at home.

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Term
Fall
Professor
Timm
Tags
Harvard Business School, Alexander Bandelli

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