Coming in August: Why High Billers Are “Why” Billers

What’s the secret to being a “high biller?”

Is it using a formula? Making a certain number of sendouts? Perhaps using just the right script? The right niche? Or just luck?

Then again, is it something else that drives certain recruiters to sky-high billings?

It must be! Look at any champion. Any superstar. Any winner at anything! Are they stronger, better looking, more articulate than millions of others? In fact many are weaker, uglier, and don’t speak as well. Were they just lucky? Always, until you know their story. Let’s say it’s hard work. No, that’s not it – manual laborers aren’t high billers.

I’ve watched and assisted others as well as personally made placements for 45 years. I was a high-billing recruiter and an HR manager, and now I am one of the bestselling authors in our field as well as ‘our industry’s lawyer.’

In the upcoming August issue of The Fordyce Letter, I’m going to show you what makes a high biller bill high. Here is an excerpt from the article:

There’s always been a misconception about the difficulty of “making a placement.”

This causes those who’ve never done it (notably most human resourcers, managers of every size and shape, and the general public) to think it’s “easy.”

I summarize the mindset as “A five-figure fee for a phone call.” Or in the vernacular that’s been around since before I wrote my first JO in 1966, “Throwing enough paper against the wall and hoping some of it sticks.”

The actual process is simple.

  1. Call or email some business and find someone who’ll tell you what they think they want someone to do, the type of person they think can do it, and what they’ll pay.
  2. Take some notes and call it a “job order” or “search assignment.”
  3. Confirm that they’ll pay a certain fee if they hire someone as a result of your referral.
  4. Call or email from any source you can find to contact someone who does that kind of work.
  5. Sell them on the job.
  6. Get their background and contact information, and
  7. Forward it to the business.

That’s the “how.” Teach it to a lawyer and you’ve got a trained lawyer.

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Just pick up the phone or click on the icon. Just go through the motions. Smile and dial enough times and “placements” – five-figure fees – happen.

No way. They don’t call it “making a placement” for nothing. If you don’t make a placement, nobody gets placed. There’s no place to hide in a recruiter’s office. The business doesn’t reward effort (repeating the “how’s”), it rewards results (from living the “why’s”). It’s relentless in requiring those results, and accepts no excuses, exceptions or explanations.

The mind bend that exists about the difficulty, along with the incredible amount of “call rejection” and rudeness recruiters encounter daily, makes those high billers so amazing.

“Get it,” and you’ll bill high too. Really “get it,” and you’ll bill sky high!

Coming in a few short weeks in the August issue of The Fordyce Letter.

Get it! Subscribe NOW!

More than thirty-five years ago, Jeffrey G. Allen, J.D., C.P.C. turned a decade of recruiting and human resources management into the legal specialty of placement law. Since 1975, Jeff has collected more placement fees, litigated more trade secrets cases, and assisted more placement practitioners than anyone else. From individuals to multinational corporations in every phase of staffing, his name is synonymous with competent legal representation. Jeff holds four certifications in placement and is the author of 24 popular books in the career field, including bestsellers How to Turn an Interview into a Job, The Complete Q&A Job Interview Book and the revolutionary Instant Interviews. As the world?s leading placement lawyer, Jeff?s experience includes: Thirty-five years of law practice specializing in representation of staffing businesses and practitioners; Author of ?The Allen Law?--the only placement information trade secrets law in the United States; Expert witness on employment and placement matters; Recruiter and staffing service office manager; Human resources manager for major employers; Certified Personnel Consultant, Certified Placement Counselor, Certified Employment Specialist and Certified Search Specialist designations; Cofounder of the national Certified Search Specialist program; Special Advisor to the American Employment Association; General Counsel to the California Association of Personnel Consultants (honorary lifetime membership conferred); Founder and Director of the National Placement Law Center; Recipient of the Staffing Industry Lifetime Achievement Award; Advisor to national, regional and state trade associations on legal, ethics and legislative matters; Author of The Placement Strategy Handbook, Placement Management, The National Placement Law Center Fee Collection Guide and The Best of Jeff Allen, published by Search Research Institute exclusively for the staffing industry; and Producer of the EMPLAW Audio Series on employment law matters. Email him at


2 Comments on “Coming in August: Why High Billers Are “Why” Billers

    1. Do you mean “high billers?” I assure you it’s not referring to extra-curricular activities 🙂 Some refer to them as “big billers” instead. Hope that clarifies!

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