Corporate Solutions at Jones Lang LaSalle

Posted: 21 May 2009

See all articles by Ranjay Gulati

Ranjay Gulati

Harvard Business School - Organizational Behavior

Lucia Menzer Marshall

Harvard Business School

Date Written: April 21, 2009

Abstract

Peter Barge, CEO of the newly created Corporate Solutions Group of Jones Lang LaSalle (JLL), is executing a restructuring of the U.S. corporate real estate services division that will enable the company to offer its clients integrated solutions. Barge has created an account management function to coordinate the activities of the three, product-based business units which, until now, have operated autonomously. As he is executing the restructuring, Bank of America, an important account of the firm, announces its intention to reduce its providers to the two or three who can offer forward-looking, integrated services. While Barge's new organization is not yet fully in place, he is determined to win the Bank of America business, and moves quickly to hire a senior account manager and establish an organizational architecture that will encourage collaboration within his group. The case examines the many tradeoffs Barge must make in balancing the benefits of the former organization with those of the new structure to achieve the firm's strategic goal of becoming more customer solutions oriented.

Suggested Citation

Gulati, Ranjay and Marshall, Lucia Menzer, Corporate Solutions at Jones Lang LaSalle (April 21, 2009). HBS Case Number: 409-111; Harvard Business School Organizational Behavior Unit. Available at SSRN: https://ssrn.com/abstract=1406436

Ranjay Gulati (Contact Author)

Harvard Business School - Organizational Behavior ( email )

Soldiers Field Road
Morgan 317
Boston, MA 02163
United States
617-495-8554 (Phone)
617-496-6568 (Fax)

HOME PAGE: http://www.hbs.edu

Lucia Menzer Marshall

Harvard Business School ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

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