The industry-standard training resource for recruiters, Billing Power is filled with recruiting tips, techniques and insider search and placement methods. An indispensable tool (and required reading!) for many of the country’s top search firms and recruiting organizations. A comprehensive, easy-to-read guide for new and experienced recruiters includes: How to design powerful scripts for marketing and recruiting -- How to leverage your production -- The truth about retainers, engagement fees and exclusives -- How to avoid the resume trap -- How to negotiate for higher fees -- Strategies for closing more deals -- How to convert candidates into placements -- How to protect yourself against counteroffers -- How to get the most out of every call -- Selling strategies that really work -- How to set and achieve goals -- and much more! Packed with innovative, money-making techniques, Billing Power also contains: Advanced strategies for higher billings -- How to deal with relocation problems -- How to use delegation to your advantage -- The power of the EIO -- Techniques for candidate marketing -- How to construct attention-grabbing sales presentations. A treasure trove of time-saving tips and proven methods for increasing your billings!