Business planning

3. 12 Week Year Review
• Let’s Go!
• Make 2024 the best year so far
• Add Value
• Accomplish more in 12 Week Year system
• Have Big Expectations
• Be Fully present
• Start the year strong with momentum
• You get what you put in
• Keep it positive
• Get more done in 12 weeks

4. 12 Week Year Review
• Full engagement
• Do something different
• Hit your goals
• Live your best life
• Get the most value
• The impact is incredible
• It works in the personal and professional level both
• Start strong
• Big objectives
• Big obstacles

6. Some Big Obstacles
• 1) Time Management
• 2) Procrastination
• 3) Fear
• 4) Too many goals
• 5) Just being yourself
• 6) Lack of self-discipline
• 7) Inconsistency
• 8) Self-doubts
• 9) Disappointments
• 10) Distractions
• 11) Don’t have good leads
• 12) Don’t have good staff/team

7. Q1) What if you can double your goals, how will it be for
you?
• You and your team are capable of doing more and more
• The core problem is the lack of execution process
• Don’t be a quitter
• Just move forward
• Finish what you have started
• Being smart, rich, and knowing is not enough, execution is the key
• Change the execution process in your organization
• By solving execution problems, you can also solve the process problems and other challenges in
the organization
• Execute more effectively

8. Q2) What are the benefits of having a system? E.g.
Marketing system, Business system, HR system, Finance
system etc.
• 1) No duplication
• 2) Execute more effectively
• 3) Consistency
• 4) Saves time
• 5) Structure
• 6) Reliability
• 7) Train people easily
• 8) Get things done
• 9) Systems Work!

10. Execution System
• Everything you want to accomplish must have an execution system
• If you can execute well, it will solve lots of problems e.g. revenue problems, hiring problems, Sales
problems etc.
• Leverage the 12 Week Year
• It’s a different way of thinking about your business and your life
• It is because of your mindset
• Mindset matters

11. Q3) What do you think about your goals, your capabilities,
your year?
• - It’s about how you get your results
• - In order to produce any results, you need Action and build a plan,

12. Q4) Why you act the way you act?
• 1) Habits
• 2) Patterns
• 3) Fear
• 4) Default
• 5) Panic
• 6) Goals
• 7) Education
• 8) Training
• 9) Upbringing
• 10) Desires

15. Our Thinking
• All of these come together to form our thinking
• Our Thinking drives Actions. And Actions drive Results
• Our thinking creates Results in life
• We are conscious and in some ways unconscious about our Thinking
• Thinking creates our future
• An average person has 50,000 thoughts per day
• So, you need to decide whether you want to go towards that thought or away from that thought
• 95% of those thoughts are from yesterday
• Think about that for a minute,

16. Q5) How will you produce a different result from the same
thinking?
• You need a shift in mindset
• It starts with how you build your goals and plans
• You need to take advantage of what you are capable of
• It’s a new year, a fresh start, don’t be behind your goals, behind your plans
• When people are behind, they are not worried, why???

17. Our Thinking Says
• 1) We have plenty of time,
• 2) 11 more months to catch up
• 3) 3 more quarters
• 4) 11 more months
• 5) 46 more weeks etc.
•
• In October and November, everything changes
• Everyone works with Urgency at the end of the year as compared to the middle of the year. Why???
Because of the deadline
• It’s a line in the sand that will measure your Success or Failure on December 31st

18. Q6) Does it have an impact?
• It Does!
• Push aside stuff that doesn’t matter and work hard on what matters
• 1) But there is a lot of stress in that
• 2) There is chaos in that
• 3) Opportunity loss in that
• 4) Lots of sacrifices
• 5) We left all this capacity on the table in the middle of the year
• 6) You can catch up and hit your goal, but you cannot catch up with the capacity that your left on the table
last week, last month, last quarter
• 7) That is the difference between what you accomplish and what you are capable of doing
• You need to get out of this environment
• See every 12 Weeks as a Year
• The more you embrace that in your thinking, the bigger impact it will have on your Actions and bigger
impact on your Results

19. Q7) If you will have 12 weeks in a year, how many bad ones
you can have?
• Not many
• Tell yourself, my goals matter, this day matters, it is critical.
• The effective execution does not happen monthly, quarterly or annually, it happens weekly and daily
• 12 Week Year blows up the notion that you have a lot of time
• It creates a Focus and Consistency with Action on the things that matter most
• Ultimately it changes the way we think and we operate
• Everything around you is Annualized. e.g. anniversary, birthday, performance evaluation, profit
incentive, etc.
• 12 months is too much time and it is easy to put things off
• We all procrastinate for some degree because we are operating in annual cycles

20. 12 Week Year
• Think about a 12 Week Year, where you get an opportunity to start anew every 12 weeks
• Build momentum
• Build confidence
• Be more consistent
• It’s an amazing way of operating
• It brings better results
• You can accomplish more
• You get quicker results
• You celebrate more
• It’s not working harder and longer, It’s a different approach

21. Take Away
• Take away 1: it is not enough to know, you have to execute
• Take away 2: You have to get out of the annual environment
• Begin to shape the mindset it is really powerful
• This stuff works

23. Q8) What is your big 12 Week Year goal?
Q9) What breakthrough results are you expecting?
• The 12 Week Year as a Self-Correcting System - Leverage them
• 1) Vision
• 2) Planning
• 3) Process Control
• 4) Scorekeeping
• 5) Time Use

24. Self-Correcting System - Vision
• Vision is the starting point
• To empower the future, you have to empower the mind
• Do everything twice, 1st mentally then, physically
• Start with your Personal Vision

25. Q10) What do you want your life to look like in 3 years, 5
years, 10 years from now?
• Whatever it is, let’s make it Great
• Then, Company Vision

26. Q11) What do we need to do in Business Vision to align it
with the personal vision?
• Connecting the dots - there is an emotional connection.
• The things, activities that you have and the life you want to live is connected
• If you want different results, then do different things and do it differently
• When you will do that, there will be a different kind of discomfort, uncertainty, and stress
• But connecting personal vision with company vision and doing different things, differently is
connecting to the bigger picture- Bigger Why
• A compelling key- so when it’s time to execute, you don’t shy away, you lean into it
• You have to conceive it then you will have it in reality
• Build a compelling vision, it will keep you in the game, keeps you moving forward otherwise
everything else will move on and you’ll be left behind

27. Self-Correcting System - Planning
• Planning for a 12 Week cycle
• Focusing on what can be done in 12 weeks
• Adapting to what is going on in the marketplace
• Moving quickly
• Focusing on goals and tactics (Strategy, scheme, battle plan, approach)
• 12 Week planning is Tactical not conceptual (Actioan plan)
• Less uncertainty you have to deal with as compared to the annual cycle
• You cannot plan Tactical very far out in the future
• For 12 weeks, you can decide what Actions you will be taking in those time frames
• 12 weeks is goal, objectives, and target basis
• Go into Action in level detail

28. Q12) What will you do each week to nail your goals?
• This is powerful having a Tactical plan versus Conceptual plan
• When you have a good vision, you only have 50% chances of hitting the target

29. 3) Self-Correcting System - Process Control
• Everyone has a Vision and a Plan but these are not enough
• Process controls are tools, tactics and events we will need to create the environment
• You need the environment to lean on. This will help you to be self-disciplined
• Some days you execute and some days you don’t. But with process control you will be much more
consistent
• Don’t depend solely on self-discipline (Push forward, stay motivated, take action)

30. 2 Elements of Process Control are:
1) Weekly plan
• Less is More - Concept (Minimalist approach is more effective)
• Only have 2-3 goals (for 12 weeks)
• Very focused and broken out into 12 weeks
• In 1 week, you don’t do everything 1/12 slice of a 12 Week plan
• By default, it is what matters most
• This is how 12 Week year is built
• Make actions to hit your goals
• Win your week – (Very important)
• It’s a different mindset and a different way of operating
• Not taking the day as it comes, but controlling your day
• It is different from a To-Do list
• To-do list you can get to when you have time

31. 2nd Element of Process Control
2) Peer Support
• You are likely to succeed when you have peer support
• Article: Change or Die - Great Study (three critical keys—relate, repeat, and reframe—to help us
make important positive changes in our lives.)
• People go through this then relapse
• You have to change, don’t revert to the old lifestyle (holding hands example)
• Keep yourself firm on the lifestyle changes
• It is through Peer Support otherwise 90% people go back to the old habits
• Look at your Actions and Results
• Don’t go alone, have a weekly Accountable meeting
• See how you are doing
• When you do that, you will stay in the game
• Different mindset, process control - weekly plan, and Peer Support

32. Self-Correcting System - Scorekeeping
• When you start you feel stressed and overwhelmed but with time you feel more in control and you
see results faster
• A lot of time people don’t like keeping scores
• Scoring ourselves could be a little uncomfortable
• We criticize ourselves
• We think we are not good and successful
• If we can’t score, we cannot get better
• We will not know how we are making progress against our goals
• We have to measure to assess progress
• Scorekeeping is powerful
• Even if you don’t like it. You need to embrace and lean in

33. Some measures are
1) Lead and Lag
• A LAG measure tells you if you've achieved the goal
• A LEAD measure tells you if you are likely to achieve the goal
• Lags are tied to our goals e.g. if you want to earn $100,000 in 12 weeks, we need to start
measuring every week where we are at
• Lead is tied to what happened early in the 12 weeks process
• E.g. how many calories are you eating if you want to lose weight?
• How many miles you are running to lose weight?
• How many sales meetings you are conducting to earn revenue?
• This scorekeeping will help you adjust your goals, if required
• We only take grades to see how we are doing and what should we do in the coming weeks

34. 2nd Measure
2) Weekly Execution Score
• It is a Lead Measure
• It tells you what will happen next
• It is a number of a percentage attached in your plan that you actually got done
• Get actions done
• It is a great indicator of your success
• You don’t have to be perfect
• If you are close to 80% of your goals that means you will hit your ultimate big goals in 12 Weeks
• This will give you all the information you need to decide what you want to do next
• If you are scoring well, keeping score, using Lead and Lag measures, have the pace you need to
keep to hit your goals, you will know you have to keep going

35. 2nd Measure cont.
• If you are falling short in execution score, you have to go back and look what you are doing wrong and
what you need to do differently or better
• If required, go to your plan and make some adjustments
• No matter what your numbers are telling you, make changes, focus more, and you need to go on and on
until you hit the goals
• Sometimes your scores will look good and other times not so good. It’s just feedback. It is not telling you
that you are a bad person
• Don’t quit
• It is more about mindset than mechanics
• It’s simple to do but hard to confront
• If you can be honest with yourself, and you get 30 as a score then ask yourself how you can go to 40 and
50 from here in the next week.
• Scorekeeping is your friend, not your enemy
• Look at the opportunities that you have

36. 5) Self-Correcting System - Time Use
• If you are not in control of your time, you are not in control of the results
• You cannot eliminate all your distractions but carving out time for what matters the most
• You can block time for what matters most

37. Performance Time
• Time Blocking to take back control of your day
• Time to work strategically
• Time to handle the low-level activities e.g. checking and replying to emails
• Time away from work every week
• You need to make some system for all that
• Being Intentional means knowing what to say Yes to and what to say No to.
• Be effective with your time

38. Q 13) What is the first thing you need to know to be effective
with your time?
• What you want is the 1st thing you need to know - Vision Discipline
• Then, what is most important - Plan Discipline
• Are you doing it? - Process Control Discipline
• Is it producing results? – Scorekeeping
• There is a sequence and you need to follow
• Play it as a system
• If you pick one or two you may reap some benefits but there will be leaky bucket

39. With System, you get better
• It has everything you need
• You will know what is working and what is not working
• Don’t beat yourself up
• It leads to depression, stress, anxiety, self-doubt, distractions, too many priorities, fear, all that will go
away if you apply a system
• It’s really powerful
• Those actions that progress reinforces the productive thinking
• It doesn’t matter if you are doing individually or in a team
• Clarity of expectations
• Execution
• Everyone is on the same page
• You have all things to be effective as a team
• Get the process started

40. Q14) What is most compelling to you?
• Stretch a little bit more (Scope and Stretch)
• Actions connected to goals, something to aspire you
• Connect to your Why
• Get ownership of your vision
• Start with the big rocks in the jar (“The jar of life” — Rocks, Pebbles, and Sand” story)
• If you spend all of your time on the small and insignificant things, you will run out of room for the
things that are actually important. So in order to have a more effective life, you should prioritize
important things in your life and then worry about pebbles and sand at a later time.
• Talk about results
• Score, track lead and lag, print weekly plan, put in the calendar, attend weekly meeting

41. Accountability
• Accountability - don’t misunderstand
• It’s not negative consequences
• Accountability is not consequences, it is ownership
• It’s a free will choice
• There is always a choice
• Recognizing the choice and taking the ownership
• You cannot get positive/voluntary efforts with negative consequences
• Hold people Capable
• Give people the freedom of choice
• It is ownership based on free will

42. Steps to crush your goals for 2024
• Your goals are priceless
• 1) 12 Week Year goal and plan
• 2) Weekly plan
• 3) Score your execution
• 4) Peer Support
• Apply this concept
• Overcome fear and doubt
• Get some support
• Be committed to your goals
• Good Luck!