1. Foundation Course Schedule – March 2014 1
© FUSION TRAINING PTY LTD
Foundation Course Schedule
Module content Webinar content
Module 1
The Company Experience
Self-paced online lessons
Lesson 1 – introduction to the industry
Lesson 2 – introduction to the company
Lesson 3 – introduction to your role
Lesson 4 – your colleagues and their role in supporting you
Lesson 5 – your market position
Lesson 6 – your valuation proposition and key differentiators
Practical exercise
Create a company presentation
Webinar 1: Monday 31st
March (30 minutes)
Welcome and instructions
Module 1 & 2 will be issued together
Module 2
The Industry Experience
Self-paced online lessons
Lesson 1 – what is the recruitment industry
Lesson 2 - who are your competitors?
Lesson 3 – the law and legislation that underpins the recruitment industry
Lesson 4 - the role of the RCSA
Lesson 5 - how the Privacy Act impacts on your role
Lesson 6 - understanding Anti-Discrimination
Lesson 7 - why do job seekers use recruiters?
Practical exercise
• Complete the recruitment quiz
• Conduct a candidate survey
Webinar 2: Monday 14th
April (60 minutes)
• Module 2 sign off and Q&A
• Building an industry profile
• Candidate attraction strategies
• Job seeker types – passive/active/semi-active/satisfied
• Candidate engagement strategies
• Recruiting on LinkedIn
• Introduction to module 3
• Module 3

2. Foundation Course Schedule – March 2014 2
© FUSION TRAINING PTY LTD
Foundation Course Schedule
Module 3
The Candidate Experience
Self-paced online lessons
Lesson 1 - the candidate management process
Lesson 2 - candidate sourcing strategies
Active job seeker attraction
Creating an advertisement
Candidate sourcing action plan
Lesson 3 - qualifying candidates
Pre-screening
Reasons to reject candidates
Interviewing
The interview
Reference checking
Lesson 4 - processing candidates
The Adler 11 factors
Presenting candidates
Preparing the candidate for the interview
Lesson 5 - negotiating
Negotiating the offer
Invoicing
Follow up
Practical exercises
• Create a pre-screening form
• Create an interview checklist
Webinar 3: Monday 28th
April (60 minutes)
• Module 3 sign off and Q&A
• Interviewing basics
• Behavioural interviewing explained
• The star method
• Interview questioning techniques
• Drawing evidence and contra-evidence
• Unbiased objective candidate assessment
• Introduction to module 4

3. Foundation Course Schedule – March 2014 3
© FUSION TRAINING PTY LTD
Foundation Course Schedule
Module 4
The Client Experience
Self-paced online lessons
Lesson 1 – client management
Lesson 2 – identifying clients
Worthwhile prospects
Viable clients
Lesson 3 – engaging clients
Engaging with networking
Engaging through LinkedIn
Lesson 4 – qualify clients
New client set up
Terms of business
Taking a detailed job brief
Make a recruitment plan
Closing the offer/offer management
Characteristics of a qualified vacancy
Lesson 5 - retain and grow clients
Customer service principles in recruitment
Communication plan
Practical exercises
• Job brief checklist
• Conduct a client survey
Webinar 4: Monday 12th
May (60 minutes)
• Module 4 sign off and Q&A
• Managing expectations
• Job types: temp/perm/contingent/exclusive/retained
• Taking a full and detailed job brief
• Identifying ‘red flags’’
• Limiting issues and remaining in control
• Closing for commitment at all stages of the recruitment lifecycle
• Introduction to module 5

4. Foundation Course Schedule – March 2014 4
© FUSION TRAINING PTY LTD
Foundation Course Schedule
Module 5
The Sales Experience
Self-paced online lessons
Lesson 1 – introduction to the sales cycle
Lesson 2 - lead generation strategies
Lesson 3 – script call openings
Lesson 4– gaining information
• the 4 stages of questions
• questioning techniques
• active listening skills
• recording ‘hooks’& buying signals
Lesson 5 – matching benefits
• what is a feature and a benefit
• creating a benefit statement
• common issues and how to resolve them
Lesson 6 – overcoming objections
• the objection handling formula
• identifying common objections
Lesson 7 – closing the call
Practical exercises
• Create a strategic sales plan
• Commitment letter
Webinar 5: Monday 26th
May (90 minutes)
• Creating a strategic sales plan
• Knowing your critical numbers
• Setting activity based targets to keep the funnel full
• Creating a referral based desk
• The sales cycle explained
• Planning and preparation
Webinar 6: Tuesday 10th
June (90 minutes)
• How to be a client centric seller
• ‘Hooking a client’ and minimising objections
• Objection handling master class
• Dealing with price objections
• Selling on value not cost
• Gaining commitment through all stages of the sales cycle
1 Hour Follow-up coaching session: Monday 23rd
June (60 minutes)