Adding more SINs to fix a sales problem is like buying a bigger fishing net when you haven’t put your smaller net in the lake you’re already standing in.

March 3, 2026 | Business Development

Picture it.

You’re standing knee deep in a lake. Fish everywhere. You’ve got a perfectly good net in your hands.

But instead of putting it in the water, you’re just standing there. Waiting. Hoping the fish figure out what you’re selling and swim directly into your hands.

They don’t.

So your solution is to buy a bigger net.

That’s exactly what happened on a call last week.

A prospect wanted to add SINs to their GSA Schedule. Here’s where they stood:

$0 in Schedule sales.

Base year expiring in less than 12 months.

Zero wins in the SINs they already had.

The net was never in the water.

Adding more SINs doesn’t fix that. It just gives you more net to not use. Agencies aren’t going to swim upstream and find you because your Schedule got wider. That’s not how this lake works.

Here’s what does work: put the net in the water where you’re already standing.

You have existing project experience in those SINs. You’re already positioned there. You have past performance. You have something an agency can actually buy against.

Research the buyers. Build the strategy. Get the net in the water before the base year expires and you’re standing in an empty lake holding two nets and zero contracts.

The answer was never more net.

Stay strategic.

Comments