Business Services Industry
Kansas Firm Wins Lottery's Ad Account By Doing Homework. (Originated from The Wichita Eagle, Kan.)
Knight Ridder/Tribune Business News, October, 1993 by Algeo, David
Oct. 18--Two Kansas Lottery memos obtained under the state Open Records Act offer a business lesson worthy of note: How to win a major contract without submitting the apparent low bid.
The answer: Do your homework. "It's exactly that," said Vaughn Sink, president of Wichita-based Sullivan Higdon & Sink Inc., which was awarded the lottery account on Sept. 24.
"When we get an assignment like the lottery gave us, we try to identify with these people as our clients. We get out into their offices, talk with the staff, do interviews, learn about the problem, and do research. The key is always: Pay attention to the little things that can really make a difference," Sink said.
The Aug. 19 and Aug. 26 memos obtained from the lottery support Sink' observation....
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