The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months

by Brian P. Moran

There are five criteria that will help you create better 12 week plans when you are writing goals and tactics: Criteria 1: Make them specific and measurable. For each goal and/or tactic, be sure to quantify and qualify what success looks like. How many calls will you make? How many pounds will you lose? How far will you run? How much income will you earn? The more specific you can be, the better! Criteria 2: State them positively. Focus on what you want to happen that is positive. For example, rather than focusing on a 2 percent error rate, you would target a 98 percent accuracy rate. Criteria 3: Ensure they are a realistic stretch. If you can accomplish the goal without doing anything differently, then you probably need to stretch more. If it is absolutely impossible, then factor it back a little. If you have never asked for a business referral in your life, a tactic like “Ask for referrals in every client interaction” might be a bridge too far. A more realistic tactic that will still be a stretch might be “Ask for a referral in at least one client meeting each week.” Criteria 4: Assign accountability. This applies to people who are executing as part of a team (if you’re on your own, the accountability is all yours). Individual accountability for each goal and tactic is critical! Everyone’s challenge is no one’s challenge. Criteria 5: Be time-bound. There is nothing like a deadline to get things started and keep them moving. Make sure to include a date by which the goal i...