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Mark Smith
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Just a Passing Fad?
Corporate initiatives of this type usually have a life span of around two years and then more often than not go by the wayside, Grossman says. "We're probably about nine months into this being a fairly widespread phenomenon," he notes.
"Typically what happens is a consultant sells the concept to a CFO, who usually does not have a lot of knowledge about the printing business. The CFO is naturally very excited by the reported savings. Without having a thorough understanding of all the implications of how a reverse auction impacts that transaction, the company exec will issue an edict that the program be instituted," Grossman explains.
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