The document discusses leadership and influence. Effective leadership requires clearly defining desired results and understanding behaviors that will achieve those results. Leaders should identify specific, measurable, attainable, relevant, and time-bound results. They should also determine behaviors that will contribute to those results, considering motivations from personal, social, and structural sources of motivation and ability. Leaders need to make undesirable behaviors undesirable and desirable behaviors desirable by harnessing peer pressure, designing rewards, investing in skills, leveraging numbers, and changing environments. They should plan for potential failures.

1. Leadership Defined:
The capacity to influence human
thought, emotion, and behavior,
starting with my own.
Put simply: Intentional Influence.

2. “Effective leadership
requires a clear picture of the
resultsyou want to achieve
and an understanding of the
human behaviors that will
drive those results.”

3. Applied Influence

4. Two Key
Questions:
What are the
results I want?
What behaviors
will get me those
results?

5. What were the desired results?

6. What would you like
to influence?

7. Create a SMART Result:
• Specific
• Measurable
• Attainable
• Relevant
• Timebound

8. What specific behaviors will
contribute to your desired
result?

9. Positive Deviants

10. Critical Moments

11. What specific behaviors
will contribute to your
desired result?

12. Why aren’t you seeing
those behaviors?

13. Source One: Call Centers, the
Ultimate in Unmotivated
Employees

14. Why Do You Wash Your Hands?

15. “The greatest untapped source of
motivation . . . is a sense of
service to others; focusing on
the contribution of our work to
other peoples’ lives has the potential
to make us more productive than
thinking about helping ourselves.”
Dr. Adam Grant – Wharton

17. Two Factors
How Intenseis
the pain or reward?
How immediate
is the pain or reward?

18. How Can You Bring
the Horizon a Little
Closer?

19. Story Telling

20. It’s the experience….

21. Source Two: Personal Ability
How many calories are in
Ray’s caramel apple?

22. Coaches and Mentors
Sources 3 & 4

23. Confidence in your
presentation . . .

24. Confidence in your
presentation . . .

25. Who are the
influencers?

26. Source Five: Structural Motivation

27. Source Six: Structural Ability

28. Source Six: Structural Ability

29. Source Six: Structural Ability

30. Source Six: Structural Ability

31. Source Six: Structural Ability

32. Source Six: Structural Ability

33. Steps for Six Sources
MOTIVATION ABILITY
PersonalSocialStructural
1 2
3 4
5 6
Make the
Undesirable
Desirable
Harness
Peer
Pressure
Design
Rewards
Over Invest in
Skill Building
Find Strength
In Numbers
Change the
environment

34. PLAN FOR FAILURE

35. Contact Info
Dan Griffiths, CPA, CGMA is the Director of Strategic
Planning at Tanner, LLC, a Salt Lake City-based professional
services firm with 115 team members. Dan facilitates
approximately 75 board and leadership team off-sites each
year across a variety of industries. He currently serves as a
member of the AICPA board of directors. Dan is an avid
flyfisher, backpacker, and gardener. He and his wife Bibiana
are the proud parents of four children.
Contact Dan at: dgriffiths@tannerco.com
Or connect with him on LinkedIn
www.linkedin.com/in/dangriffithscpa