The ability to elicit information is a critical skill that many analysts and other information agents strive to master. This paper develops and validates a novel approach to measure analysts’ skill in eliciting information and studies its relation with analysts’ performance. The results suggest that analysts who are skilled in eliciting information issue more accurate forecasts and more informative stock recommendations. Further, skilled analysts’ recommendations are incrementally more informative for companies with more opaque information environments and with managers who may be delaying bad news. Finally, analysts skilled in eliciting information are more likely to be cited by journalists, recognized by the profession (Institutional Investor all-star status), and less likely to be demoted. These findings demonstrate the importance of elicitation as a distinct skill that influences analysts’ output quality, thereby extending previous research that generally focuses on the performance effects of general analyst characteristics rather than specific skills. Data Availability: Data are available from the public sources cited in the text.

We examine how the 2016 Municipal Advisor Regulatory Reform, which professionalized municipal advisors by imposing standards of conduct and minimum competency requirements, affected advisory firms and issuers. Using a difference-in-differences (DiD) research design, we find that the reform improved the quality of financial advice provided by independent municipal advisory firms relative to dealer firms. Specifically, independent municipal advisors assemble higher-quality financing teams and ensure greater financial disclosure compliance and timeliness in the post-reform period. These improvements provide tangible economic benefits to issuers through lower bond issuance costs and smaller underwriter fees. Finally, we document that independent advisory firms gain market share and charge higher fees relative to dealer firms after the reform. Overall, our study provides novel evidence linking the professionalization of financial intermediaries to improvements in the quality of advice, financial transparency, and issuer borrowing costs. Data Availability: Data are available from the commercial and public sources identified in the paper.