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Corporate Solutions at Jones Lang Lasalle

Better Essays

9-409-111
REV: JULY 1, 2010

RANJAY GULATI
LUCIA MARSHALL

Corporate Solutions at Jones Lang LaSalle (2001)
On a snowy, January morning in 2001, Peter Barge, the CEO of the recently formed Corporate
Solutions Group (CSG) at Jones Lang LaSalle (JLL) Americas, was preparing for an upcoming meeting with Bank of America (BofA). Barge was cognizant of the meeting’s importance—BofA was one of JLL’s largest accounts and represented an ongoing growth opportunity for the real estate firm
– that is, unless JLL lost the account. BofA, like many other multinational firms, was seeking to outsource its internal real estate management functions and pay for the convenience of an integrated service provider who would oversee all its real estate needs. …show more content…

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Corporate Solutions at Jones Lang LaSalle (2001)

to strike a delicate balance between satisfying the emerging needs of the account manager with those of the well-entrenched business unit managers so that together they could stream-line CSG operations, motivate employees, and reward success appropriately.
Because this first account manager would serve as a model for future account managers, the individual would have to be successful both in serving BofA and in spearheading change within JLL.
Would the position be better filled by a qualified internal candidate or by someone from outside JLL?
Would a generalist from outside understand all of the firm’s product and service offerings? Would any candidate, insider or outsider, be met with resistance when trying to coordinate the activities of his or her formerly autonomous colleagues? Would qualified candidates be willing to embrace this challenge? Moreover, how would the addition of the account manager role affect the fundamentals of the organization. Would the matrix structure work? How should decision-making authority be shared?
What compensation structure would best motivate the account managers and the business unit managers to work collaboratively? How would the new function affect career trajectories of promising managers at the firm?

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