I can't comprehend why the presenter would focus so much on the theatrics of pulling this information out of your briefcase. If you've gone to the trouble of analyzing a prospective client's business to the point that you can produce a 3-5 page summary of its problems and their solutions, you don't need these theatrics. You could pull that information out of your shoe and it wouldn't make a difference.

Try this: pull a yellow sticky-note with your grocery list on it out of your briefcase and present that to your prospective client. Now tell me, was it the briefcase or the information presented that closed the deal?