Tag Archives: sell-side

Reading Body Language: The Investment Community’s New Secret Weapon

“Lie to Me.” The name of the prime time drama on Fox is a challenge.  “Go ahead.  I dare you to try to pull one over on me.”  The show’s protagonist, played by Tim Roth, is an expert in detecting deception and is hired by corporations, government agencies and private citizens to analyze body language. 

We’ve all heard about how valuable body language is in interpersonal communication, but is Lie to Me more fiction than fact?  Not even close.  The investment community is now using real-life consulting firms like the one in Lie to Me to analyze the truthfulness of corporate executives. 

In his 2010 book Broker, Trader, Lawyer Spy, POLITICO White House Reporter Eamon Javers recounts stories of former CIA agents working with major hedge funds and bulge bracket investment banks.  Boston-based Business Intelligence Advisors (BIA) is one firm mentioned by name in Javers’ book.  BIA, which consults solely for the financial services industry, including institutional investors and venture capitalists, is comprised of former intelligence community agents.  Continue reading

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