Lazard (LAZ) investor relations material

Strategic progress and transformation

• Significant cultural and structural changes have been implemented over the past 2.5 years, including a refreshed board and C-corp conversion, attracting high-quality shareholders and AI expertise.

• The acquisition of Campbell Lutyens will create a new business segment, expanding private capital advisory and diversifying revenue streams.

• Major changes in personnel, with over 80 managing directors replaced to meet higher standards, and new hires ramping up productivity.

• Advisory revenue from private capital has increased from 25% to 40%, targeting 50% post-acquisition.

• Asset management has seen net inflows of over $7.5 billion year-to-date, with strong leadership and continued growth expected.

Operational priorities and financial targets

• Five key priorities for the next 6-12 months include AI leadership, cost reduction, Campbell Lutyens integration, resuming buybacks, and continued deleveraging.

• Productivity targets remain on track: $8.9 million per managing director in 2023, aiming for $10 million by 2028 and $12.5 million by 2030.

• Smaller, more numerous deal teams are expected as AI tools are deployed, reducing the associate-to-MD ratio and improving operating leverage.

• Compensation ratio is expected to decline due to higher productivity, smaller teams, and corporate overhead reductions.

• Hiring remains competitive but successful for both managing directors and associates, with evolving skill sets prioritized.

Market environment and industry trends

• Strategic client conversations are increasingly ambitious, driven by AI and a favorable regulatory window for large transactions.

• Sponsor activity is expected to pick up in the second half of the year, with strong positioning for both primary and secondary fundraising.

• M&A ambition is broad-based across industries, except for some challenges in software-related private equity.

• Geopolitical volatility is now seen as a constant, prompting boards to proceed with deals rather than wait for clarity.

• CEOs are spending more time engaging with policymakers, reflecting a shift toward discretionary state capitalism.