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The 12 Week Year — Front-Matter: Front matter
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Contents Chapter 1: The Challenge Part I: Things You Think You Know Chapter 2: Redefining the Year Discard Annualized Thinking Great Things Happen at Year-End Periodization 12 Weeks Equals a Year Chapter 3: The Emotional Connection Your Brain and Vision Chapter 4: Throw Out the Annual Plan 12 Week Planning Setting Goals Chapter 5: One Week at a Time The Weekly Plan Chapter 6: Confronting the Truth Measuring Results Weekly Scorecard Chapter 7: Intentionality The Importance of Yes and No
Blocking Your Time Chapter 8: Accountability as Ownership Chapter 9: Interest versus Commitment Chapter 10: Greatness in the Moment Performing in the Moment Chapter 11: Intentional Imbalance Part II: Putting It All Together Chapter 12: The Execution System Three Principles Five Disciplines The Emotional Cycle of Change Closed System Chapter 13: Establish Your Vision Impossible, Possible, Probable, Given Crafting Your Vision Thinking Shift Team Application Team Visions Common Pitfalls and Success Tips Chapter 14: Develop Your 12 Week Plan Planning Is Beneficial
Game Changer A Good Plan Fosters Solid Execution Long-Term Capacity versus Short-Term Results Effective Plan Structure Establish Your 12 Week Goals Writing Your 12 Week Plan Thinking Shift Team Application Common Pitfalls and Success Tips Chapter 15: Installing Process Control Making Sure Things Get Done Weekly Plans Don’t Go It Alone The Weekly Routine Thinking Shift Team Application Common Pitfalls Chapter 16: Keeping Score Thinking Shift Team Application Common Pitfalls and Success Tips Chapter 17: Take Back Control of Your Day Performance Time Model Work Week Thinking Shift Team Application
Common Pitfalls and Success Tips Chapter 18: Taking Ownership Actions to Create Greater Accountability in Your Life Thinking Shift Team Application Common Pitfalls and Success Tips Chapter 19: 12 Week Commitments The Power of Commitments Personal Commitments Commitments to Others Thinking Shift Team Application Common Pitfalls and Success Tips Chapter 20: Your First 12 Weeks Resistance Monsters The Need for Immediate Gratification Big Change and Multiple Goals Old Habits Victim Thinking Your First 12 Weeks Your First Four Weeks Your Second Four Weeks Your Last Four Weeks (and the Secret of the 13th Week) Success Tips Team Application After-Action Review
Chapter 21: Final Thoughts and the 13th Week References
Additional Praise for The 12 Week Year “Time is the single biggest roadblock that restricts human progress. The 12 Week Year provides a roadmap to drive velocity, output, and results. Speed of execution is the driving force to success, and Brian Moran and Mike Lennington help you win this race. A must-read for those seeking to reach their full potential.” —Josh Linkner, New York Times bestselling author of Disciplined Dreaming “Moran and Lennington’s view of accountability is a game changer. If we all wake up to the fact that freedom of choice is the foundation of accountability, the word will take on a whole new meaning.” —Cali Ressler and Jody Thompson, coauthors of Why Managing Sucks and How to Fix It “Using the 12 Week Year has been the single best thing I have done personally and professionally!” —Wicho Hernandez, President, LINQ Financial “What I like about The 12 Week Year is that it helps you produce results! Ideas are great—and this book has plenty of them—but they aren’t worth a hill of beans until you act on them. I’ve been endorsing Moran and Lennington’s work to my clients for years. Why? The system works!” —Bill Cates, author of Beyond Referrals; How to Use the Perpetual Revenue System™ to Turn Referrals into High-Value Clients “The 12 Week Year is by far the most practical book on what it takes to execute well that I have ever encountered. If you really read this book, if you study it, if you commit yourself to apply it—it will transform your results in business and in life.” —James Shoemaker, CEO, Shoemaker Financial “Over two decades running businesses, teaching others to do it, writing and speaking about it, day-to-day execution remains the toughest part of
the code to get right. In one book Brian and Mike have put everything before it to shame.” —Dick Cross, author of Just Run It! “The 12 Week Year is one of the best ‘how-to’ books I’ve ever read. It will work for you!” —Jack Krasula, Host of “Anything is Possible,” NewsTalk 760 WJR “The 12 Week Year is a must-read for anyone who is seeking a more balanced and successful personal and professional life. Not only does it introduce many great and practical ideas for improving your performance in business, it also includes step-by-step action items to actually implement those ideas.” —Robert Fakhimi, CEO and President, Mass Mutual San Francisco “In my career I have only experienced two different things that I consider to be game changers, and The 12 Week Year process is one. It has transformed our agency from top to bottom.” —Gregory A. McRoberts, Managing Partner, WestPoint Financial Group “The 12 Week Year is genius! The only way I can stay on schedule, as an author, speaker, business-owner, husband, and father of four is by subscribing to this simple, yet brilliant strategy. Don’t let another year go by without discovering the power of this fantastic program. It will revolutionize your life, turning dreams into reality!” —Patrick Kelly, author of national bestseller, Tax-Free Retirement “The principals and disciplines of high performance outlined in this book will change your personal and business life and will create a sense of urgency.” —Harris S. Fishman, President, First Financial Group “Brian and Mike are onto something truly empowering, sometimes life does get in the way, but if you think about the long-term benefits of your actions, you will never disappoint yourself or others around you. The exercises and life plans that are in this book make it a must-read for everyone, professionally and personally.” —Michael Vesuvio, President, Emerald Financial
Cover design: Paul McCarthy Copyright © 2013 by Brian P. Moran and Michael Lennington. All rights reserved. Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646- 8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at www.wiley.com/go/permissions. Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with the respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor the author shall be liable for damages arising herefrom. For general information about our other products and services, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572- 4002. Wiley publishes in a variety of print and electronic formats and by print-on- demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to
media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com. Library of Congress Cataloging-in-Publication Data: Moran, Brian, 1959– The 12 week year : get more done in 12 weeks than others do in 12 months / Brian Moran and Michael Lennington. pages cm ISBN 978-1-118-50923-4 (cloth); ISBN 978-1-118-61629-1 (ebk); ISBN 978-1-118-61636-9 (ebk); ISBN 978-1-118-61642-0 (ebk)
- Success in business. 2. Success. 3. Organizational effectiveness. I. Lennington, Michael, 1958- II. Title. III. Title: Twelve week year. HF5386.M753 2013 650.1—dc23 2012049843