Value-First Outreach Equation
Research deeply, give first, and reduce the size of your request
- Difficulty
- Easy
- Time to result
- ~days to results
- Steps
- 5
- Confidence
- 98%
The Value-First Outreach Equation combines Sanchez's hiring examples with Bartlett's message filter. Start by researching the recipient's work and identify something genuinely useful you can contribute. Create the analysis, draft, sample, or small act before requesting help. In the message, show that you understand the recipient's context and ask for as little time as possible. If they reply with a book to read or a small task, completing it becomes a test of execution. Sanchez contrasts people who asked vaguely for help with team members who sent valuable work without first demanding anything. Bartlett similarly rejects messages that ask whether any jobs are available without checking published vacancies. The mechanism is demonstrated care plus low recipient cost.
Origin
Extracted from The Diary of a CEO
Core principles
- 01A specific contribution demonstrates ability better than a generic request
- 02Research signals care and helps make the contribution relevant
- 03A small ask respects the recipient's limited time
- 04Following a simple instruction is evidence of execution
How to run it
- 1
Choose a reachable person
Target someone relevant to your next step, preferably close enough to remember the path you are trying to climb.
Pro tip Sanchez suggests overlooking fame and finding less-visible operators with real expertise.
- 2
Research the context
Study the person's work, current priorities, published vacancies, and obvious constraints before writing.
Pro tip Use details only when they make the offer more relevant, not to manufacture intimacy.
Watch out Personal research can feel invasive when it has no legitimate connection to the request.
- 3
Give useful evidence
Produce a bounded sample, analysis, introduction, or improvement that demonstrates what you can do.
Pro tip Make the work usable even if the recipient never replies.
Watch out Do not perform extensive unpaid work that creates exploitation or unclear ownership.
- 4
Minimize the ask
Request the smallest next action that could test fit, such as brief feedback or permission to observe.
Pro tip Acknowledge the recipient's time rather than demanding an hour by default.
- 5
Prove follow-through
If the recipient gives a small instruction, complete it accurately and return with the requested evidence.
Pro tip Prompt follow-through differentiates you from people who only express enthusiasm.
Watch out Do not repeatedly chase someone who has declined or not engaged.
In the wild
Sanchez says several eventual team members contacted her with work already completed. One sent a deep analysis of her business and another wrote a piece in her style. She says those unsolicited demonstrations led to jobs and opportunities.
→ Concrete value gave Sanchez enough evidence to hire rather than merely answer a request for help.
Bartlett contrasts strong outreach with recurring messages asking whether any jobs are available. He says the sender could have checked his companies' vacancy pages and offered no greeting, evidence, or pitch.
→ The generic message signals low effort and is filtered out.
Common mistakes
Leading with extraction
A large request without relevance or demonstrated effort transfers all cost to the recipient.
Targeting fame over fit
Highly visible people receive more outreach and may be less useful than an experienced operator one step ahead.
Ignoring the first instruction
Failing a small follow-up test undermines the original claim that you will execute.
Is it for you?
Best for
Job seekers, apprentices, and early-career operators approaching someone whose attention is scarce.
Not ideal for
Mass outreach that cannot support genuine research or any relevant contribution.
From the transcript
“They gave right away.”
“Ask for as little as possible and give whatever you can.”
From the episode
The Money Expert: From $0 to Millions In 2 Years Without Any Hard Work!: Codie Sanchez