Peter Roberts, CEO of the division of Jones Lang LaSalle (JLL) Americas, was responsible for developing the company’s presence in its core geographic markets while increasing its business business account. Roberts and his working group have narrowed your choices to two proposals. The first is an account management model introduced improved in 2001, when units of independent coexisted with a service account management group. The second is a realignment of the company’s activities throughout the geography and major accounts. Examination of the commitments required by each option, the case illustrates the tensions involved in structuring an organization around the product, geography and major customers. It also explores the importance of harmonizing the strategic decisions of organizational architecture.
by
Ranjay Gulati,
Lucie Marshall
Source: Harvard Business School
27 pages.
Release: Aug 14, 2009. Prod #: 410007-PDF-ENG
Jones Lang LaSalle: reorganizing around the customer (2005), the solution of the case
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