What is the briefcase technique?

The "briefcase technique" is a strategy to impress potential employers or clients by demonstrating deep understanding and proactive solutions for their specific problems. Here's how it works:

1. Preparation: Before the meeting, research the company, team, and the executive you'll be meeting. Understand their strengths, goals, weaknesses, and challenges. Identify gaps in their capabilities and resources.

2. Presentation: During the meeting, when the conversation turns to your compensation or role, pause and say, "Actually, before we get to that, let me show you something I put together." Then, present a proposal that outlines the specific challenges the company is facing and your detailed solutions for those challenges.

3. Document: The proposal should not focus on your qualifications or rates, but on the challenges you've identified and the projects or tasks you would undertake to address them. This demonstrates your proactive approach and thorough understanding of their needs 1 2.

Harbinger emphasizes that this technique is powerful because it focuses on the other person's needs first, and even anticipates those needs, setting you apart as someone who is not only aware but already thinking about solutions 2 3.