Navigating Private Equity Pricing Dynamics

Mario Giannini is the CEO of Hamilton Lane, where he oversees nearly $1 trillion of assets under management and advisement in private capital, making it perhaps the largest investor in private equity in the world. Mario joined Hamilton Lane thirty years ago and has spent the last 21 as its CEO. His breadth of knowledge and experience, alongside at times unconventional views, offers an unparalleled bird’s eye view into this powerful area of investing. Our conversation covers Mario’s background and a brief history of the private equity industry over the last thirty years. We discuss three characteristics of private equity firms that struggle: decision-making, concentration, and greed, and views on private equity firms across turnover, GP/LP relationships, LP Advisory Boards, and the pricing environment. We then turn to Mario’s perspective on constructing private equity portfolios, data analytics, the middle market, continuation funds, LP appetite, and opportunities across sub-categories and geographies. We close with aspects of Hamilton Lane’s evolution across co-investing, customization, going public, ESG, democratization, and the future of the industry.