Understanding Executive Speak with Nathan Kievman

By Robert White, Editor-In-Chief

With economic uncertainty driving rapid, high-stakes decision-making, professionals who understand the nuances of executive communication hold a significant edge. Nathan Kievman, a seasoned business strategist, CEO of Clear Light, and author of Engage Executives, explores these dynamics, providing a roadmap for earning executive trust and achieving breakthrough success.

Kievman delves into the psychological triggers that influence executive decisions: trust, credibility, time, money, and risk. These elements form the foundation for engaging and communicating effectively with executives. "Trust and credibility are the gatekeepers," says Kievman, emphasizing that without addressing these, other factors rarely come into play.

Executives, as Kievman explains, are laser-focused on the bottom line. To stand out, professionals must clearly articulate the tangible benefits of their proposals, whether it's cost savings, efficiency gains, or competitive advantages. "They think in terms of value contribution rather than time," he explains. "Their perspective is always tied to ROI—return on investment—and measurable outcomes."

In a world marked by volatility, executives prioritize stability. Professionals who address potential risks upfront and offer proactive solutions differentiate themselves as trusted advisors. This shift in focus from problems to preventative measures resonates strongly with decision-makers. "The difference in the gap was trust," Kievman reveals. "Cold marketing can be challenging, but relationships built on trust close the deal."

The key to long-term success lies in transitioning from transactional engagements to strategic partnerships. By aligning with executives' broader goals and demonstrating a deep understanding of their challenges, professionals can cement their status as indispensable partners rather than fleeting vendors. "Most people don’t even realize they’re speaking a different language than executives," Kievman notes. "If you can’t learn to align with their goals and priorities, you’ll never break through."

Kievman’s journey, shaped by early adversity and transformational experiences, serves as a backdrop to his professional philosophy. A near-death experience at 16 redefined his outlook, inspiring a life centered on meaningful relationships and purposeful action. “When you have an out-of-body experience and realize there’s no death, it removes fear,” Kievman reflects. “That sense of freedom led me to the entrepreneurial path.”

Reflecting on the evolution of business communication, Kievman underscores the importance of direct, value-driven strategies. While digital tools and content marketing remain useful, they are secondary to cultivating genuine relationships and leveraging trust. His company, Clear Light, epitomizes this philosophy, having helped small businesses secure deals with major corporations through targeted, trust-building campaigns. "If I’m not in the face or place of these executives, what am I doing?" Kievman remarks, highlighting the importance of understanding where decision-makers spend their time.

Through Engage Executives, Kievman provides an invaluable guide for professionals navigating the complex world of executive decision-making. The book not only outlines the psychological principles at play but also equips readers with actionable strategies for securing high-stakes deals and fostering enduring relationships. “Executives speak a unique language that most people don’t understand,” Kievman says. “My goal is to help people align with that mindset, enabling them to reach their full potential.”

As economic challenges persist, understanding and speaking the language of executives is no longer optional—it’s essential. For those looking to master this art, Nathan Kievman’s insights offer a clear and compelling starting point.