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He went on to say that distributors can qualify prospects for document processing services by asking questions regarding what they send out to customers and how they handle processing. The next step is to propose an internal cost study to isolate operating costs vs. outsourcing. McGriff explained that the first point of contact is usually a company's marketing wing, and eventually extends to Information Services, the CFO, the CIO, account managers and anyone else with the clout to commission cost studies as interest is developed.
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