Recruiting with DYNAMIC TENSION


This dynamic training programme by Robert McKernan is especially for recruiters who want to elevate their desk to new heights!

Commencing November 14th, this programme will run over 4 weeks and cover a specific area each week. 



Robert McKernan is a strategist, trainer and mentor with a track record for delivering business growth. His own career started in sales, then progressed to directing high performing sales teams for blue-chip companies. Since 2002, he has offered his one-to-one expertise to businesses and business owners who want to achieve more. In the last 21 years he has trained over 52,000 people, delivering training on 5 continents with participants attending from over 121 different countries.



Virtual:         The programme will run over 4 separate 90 minute virtual sessions   


Programme outline



  • – Creating your personal plan to win

  • – Daily & weekly planning

  • – Allocation of your time across new business development and current customers

  • – Creating your Ideal Customer Profile to focus on

  • – Industry specific expertise and networking in accounts

  • – Creating an outbound cadence programme for new business and candidates

  • – Understanding your run rate

  • – Managing your pipeline & dramatically improving your forecasting efficiency

  • – Driving referral business




  • – Planning your meeting and your preparation and setting the agenda

  • – Zoom and Google meet pre agreed protocol

  • – Using facial recognition to pre plan your approach with clients or candidates

  • – Advanced communication skills, haptics, words to use verbally and in email, engagement styles

  • – Creating a question matrix to engage with clients and candidates

  • – Moving from Emotion to Logic and the use of self

  • – Improving listening, reframing and summarising skills

  • – Understanding the critical aspect of the engagement for the client or candidate

  • – Creating dynamic tension in your meeting

  • – Agreeing next steps




  • – Proposal format

  • – Using the bubble slide to fast track engagement and align client and candidates needs

  • – Discussing risks for the client and candidate

  • – Building your business case and the actual TCR (Total cost of recruiting) of getting it wrong

  • – Agreeing the process

  • – Agreeing the information to be shared with candidates

  • – Using dynamic tension to set up the recruitment to win

  • – Agreeing next steps




  • – Achieving a retainer fee

  • – Agreeing exclusivity

  • – Dealing with objections

  • – Negotiation of fees

  • – Negotiation of payment

  • – Expanding your service to include other additional billing

  • – Using dynamic tension to ensure prompt payment

  • – Managing your account going forward with key influencing skills

  • – Wrap up the programme and get your feedback



DATE:              November 14th, 21st, 29th & Dec 5th

FORMAT:        Online

COST:             €190 per person (this covers all 4 sessions)

TIME:               9am – 10.30am each day

**This course is subsidised by the Employment & Recruitment Federation Skillnet.


Nov 14 2023 - Dec 05 2023


9:00 am - 10:30 am


Online Skillnet Course


Online Skillnet Course
Online Skillnet Course