Case | HBS Case Collection | February 1999 (Revised June 2000)

Alexander Bandelli (A)

by Thomas J. DeLong and Catherine M. Conneely


Alexander Bandelli has the opportunity to redefine the way real estate business is done in the Northeast region. He has just joined Ronsini and Fitch and has been asked by senior management to move to a client focus rather than the older, traditional transaction focus. Alexander has many challenges before him. How should he prioritize his work? Does he focus outside the organization or internally? Is the organization prepared for this change project? What should he do first?

Keywords: Change Management; Customer Focus and Relationships; Management Teams; Real Estate Industry; Northeastern United States;


DeLong, Thomas J., and Catherine M. Conneely. "Alexander Bandelli (A)." Harvard Business School Case 899-146, February 1999. (Revised June 2000.)