week 8_final.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 21st 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.His diagnosis result, the three major problems, would be probably correct sincehe spent 60 days when he was defining the issues with communicating people.The approach would be a bottom-up approach, and the time spent was not tooshort, taking his time budget of 24 months into the considerations. It seemednot the knee-jerk to do something, he was not the leader who shamed intoconfronting the crisis at home.In order 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.Therewere less awareness and presence in downtown Boston as property owners didnot typically think of R&F when looking for a company to manage their property.

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Term
Fall
Professor
Timm
Tags
Harvard Business School, Alexander Bandelli

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