EX-99.2 3 craiq1-20228xkexx992xcfore.htm EX-99.2 Document

Exhibit 99.2
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CHARLES RIVER ASSOCIATES (CRA)
FIRST QUARTER FISCAL YEAR 2022
EARNINGS ANNOUNCEMENT
PREPARED CFO REMARKS
CRA is providing these prepared remarks by CFO Dan Mahoney in combination with its press release. These remarks are offered to provide the investment community with additional information on CRA’s financial results prior to the start of the conference call.
As previously announced, the conference call will be held May 5, 2022 at 10:00 a.m. ET. These prepared remarks will not be read on the call.
Q1 Fiscal 2022 Summary (Quarter ended April 2, 2022)
Revenue: $148.4 million
Net income: $11.4 million, or 7.7% of revenue; non-GAAP net income: $11.6 million, or 7.8% of revenue
Net income per diluted share: $1.52; non-GAAP net income per diluted share: $1.53
Operating margin: 10.5%; non-GAAP operating margin: 10.6%
Non-GAAP EBITDA: $18.9 million, or 12.7% of revenue
Effective tax rate and non-GAAP effective tax rate: 26.4%
Utilization: 74%
Consultant headcount at the end of Q1 of fiscal 2022: 878, which consists of 146 officers, 505 other senior staff and 227 junior staff
Cash: $43.7 million at April 2, 2022
Revolving credit facility borrowing capacity: $110.6 million at April 2, 2022

Revenue
For Q1 of fiscal 2022, revenue was $148.4 million, compared with revenue of $146.5 million for Q1 of fiscal 2021.
Headcount
The following table outlines CRA’s consultant headcount at the end of the stated quarters:
Q1
2022
Q4
2021
Q3
2021
Q2
2021
Q1
2021
Officers146140138141145
Other Senior Staff505477495483497
Junior Staff227244249209195
Total878861882833837

Utilization
For Q1 of fiscal 2022, companywide utilization was 74%, compared with 76% for Q1 fiscal 2021.
Client Reimbursables
For Q1 of fiscal 2022, client reimbursables were $16.2 million, or 10.9% of revenue, compared with $16.5 million, or 11.2% of revenue, for Q1 of fiscal 2021.
Contingent Liability
CRA had no contingent consideration obligation during Q1 of fiscal 2022. The estimated value of the contingent consideration obligation increased during Q1 of fiscal 2021 by $0.4 million to $15.0 million and was subsequently paid in February 2021.
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The change in the value of the contingent liability is recorded as an adjustment to cost of services (exclusive of depreciation and amortization) in the period reported.
Selling, General and Administrative (SG&A) Expenses
For Q1 of fiscal 2022, SG&A expenses were $25.8 million, or 17.4% of revenue, compared with $23.2 million, or 15.8% of revenue, for Q1 of fiscal 2021. Commissions to non-employee experts are included in SG&A expenses. These commissions represented approximately 3.0% of revenue for Q1 of fiscal 2022, compared with 2.6% in Q1 of fiscal 2021. Excluding these commissions, SG&A expenses were 14.4% of revenue for Q1 of fiscal 2022, compared with 13.2% in Q1 of fiscal 2021.
Fiscal Quarter Ended
$ in 000’sApril 2,
2022
As a % of RevenueApril 3,
2021
As a % of Revenue
SG&A expenses$25,817 17.4 %$23,206 15.8 %
Less: commissions to non-employee experts4,496 3.0 %3,791 2.6 %
SG&A expenses excluding commissions$21,321 14.4 %$19,415 13.2 %
Depreciation & Amortization
For Q1 of fiscal 2022, depreciation and amortization expenses amounted to $3.0 million, or 2.0% of revenue, compared with $3.3 million, or 2.3% of revenue, for Q1 of fiscal 2021.
Forgivable Loan Amortization
For Q1 of fiscal 2022, forgivable loan amortization was $7.8 million, or 5.3% of revenue, compared with $8.0 million, or 5.5% of revenue, for Q1 of fiscal 2021.
Share-Based Compensation Expense
For Q1 of fiscal 2022, share-based compensation expense was approximately $1.0 million, or 0.7% of revenue, compared with $0.8 million, or 0.6% of revenue, for Q1 of fiscal 2021.
Operating Income
For Q1 of fiscal 2022, operating income was $15.5 million, or 10.5% of revenue, compared with operating income of $14.6 million, or 10.0% of revenue, for Q1 of fiscal 2021. Non-GAAP operating income was $15.7 million, or 10.6% of revenue, for Q1 of fiscal 2022, compared with $15.0 million, or 10.2% of revenue, for Q1 of fiscal 2021.
Fiscal Quarter Ended
$ in 000’sApril 2,
2022
As a % of RevenueApril 3,
2021
As a % of Revenue
Income from operations$15,529 10.5 %$14,637 10.0 %
Adjustments needed to reconcile GAAP income from operations to non-GAAP income from operations:
Non-cash valuation change in contingent consideration— — %380 0.3 %
Acquisition-related costs171 0.1 %— — %
Non-GAAP income from operations$15,700 10.6 %$15,017 10.2 %
Interest Income (Expense), net
For Q1 of fiscal 2022, net interest expense was $0.2 million, or 0.1% of revenue, compared with net interest expense of $0.2 million, or 0.1% of revenue, for Q1 of fiscal 2021.
Foreign Currency Gains (Losses), net
For Q1 of fiscal 2022, net foreign currency gains were $0.2 million, or 0.1% of revenue, compared with net foreign currency losses of $0.6 million, or 0.4% of revenue, for Q1 of fiscal 2021.
Foreign currency gains (losses), net, is comprised of net gains and losses on foreign denominated transactions and the revaluation of working capital balances.
Income Taxes
The following table outlines CRA’s income tax provision recorded and the resulting effective tax rates:
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GAAPNon-GAAP
Fiscal Quarter EndedFiscal Quarter Ended
$ in 000’sApril 2,
2022
April 3,
2021
April 2,
2022
April 3,
2021
Tax Provision$4,094 $3,386 $4,140 $3,489 
Effective Tax Rate26.4 %24.4 %26.4 %24.5 %
Fiscal Quarter Ended
$ in 000’sApril 2,
2022
As a % of RevenueApril 3,
2021
As a % of Revenue
Income before provision for income taxes$15,520 10.5 %$13,887 9.5 %
Adjustments needed to reconcile GAAP income before provision for income taxes to non-GAAP income before provision for income taxes
Non-cash valuation change in contingent consideration— — %380 0.3 %
Acquisition-related costs171 0.1 %— — %
Non-GAAP income before provision for income taxes$15,691 10.6 %$14,267 9.7 %
GAAP provision for income taxes$4,094 $3,386 
Tax effect on non-GAAP adjustments46 103 
Non-GAAP provision for income taxes$4,140 $3,489 
Net Income
For Q1 of fiscal 2022, net income was $11.4 million, or 7.7% of revenue, or $1.52 per diluted share, compared with net income of $10.5 million, or 7.2% of revenue, or $1.34 per diluted share, for Q1 of fiscal 2021. Non-GAAP net income for Q1 of fiscal 2022 was $11.6 million, or 7.8% of revenue, or $1.53 per diluted share, compared with $10.8 million, or 7.4% of revenue, or $1.37 per diluted share, for Q1 of fiscal 2021.
Non-GAAP EBITDA
For Q1 of fiscal 2022, non-GAAP EBITDA was $18.9 million, or 12.7% of revenue, compared with $17.8 million, or 12.1% of revenue, for Q1 of fiscal 2021.
Constant Currency Basis
For Q1 of fiscal 2022, revenue was $148.4 million, and net income was $11.4 million, or 7.7% of revenue, or $1.52 per diluted share. On a constant currency basis relative to Q1 of fiscal 2021, Q1 of fiscal 2022 revenue would have been higher by $1.0 million to $149.4 million, GAAP net income would have increased by $0.1 million to $11.5 million, or 7.7% of revenue, and earnings per diluted share would have increased by $0.01 to $1.53 per diluted share.
For Q1 of fiscal 2022, revenue was $148.4 million, and non-GAAP net income was $11.6 million, or 7.8% of revenue, or $1.53 per diluted share. On a constant currency basis relative to Q1 of fiscal 2021, Q1 of fiscal 2022 revenue would have been higher by $1.0 million to $149.4 million, non-GAAP net income would have increased by $0.1 million to $11.7 million, or 7.8% of revenue, non-GAAP earnings per diluted share would have increased by $0.01 to $1.54 per diluted share, and non-GAAP EBITDA would have increased by $0.1 million to $19.0 million, or 12.7% of revenue.
A description of the process for calculating the measures presented on a constant currency basis is contained under the heading “Non-GAAP Financial Measures” below.
Key Balance Sheet Metrics
Billed and unbilled receivables at April 2, 2022 were $173.7 million, compared with $155.7 million at April 3, 2021. Current liabilities at April 2, 2022 were $208.9 million, compared with $183.1 million at April 3, 2021.
Total Days Sales Outstanding, or DSO, for Q1 of fiscal 2022 was 99 days, consisting of 59 days of billed and 40 days of unbilled. This compares with 92 days reported for Q1 of fiscal 2021, consisting of 52 days of billed and 40 days of unbilled.
Cash and Cash Flow
Cash was $43.7 million at April 2, 2022, compared with $31.6 million at April 3, 2021.
Net cash used in operating activities for Q1 of fiscal 2022 was $61.8 million, compared with net cash used in operating activities of $39.8 million for Q1 of fiscal 2021.
As of April 2, 2022, outstanding borrowings under CRA’s revolving credit facility amounted to $60.0 million. At April 3, 2021, outstanding borrowings under CRA’s revolving credit facility amounted to $40.0 million.
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Net cash used in investing activities totaled $12.0 million for Q1 of fiscal 2022, which included consideration paid for the acquisition of Welch Consulting, Ltd., compared with $0.7 million for Q1 of fiscal 2021.
CRA repurchased approximately 57,000 shares of its common stock during Q1 of fiscal 2022 for $5.0 million, compared with Q1 of fiscal 2021, when approximately 167,000 shares of common stock were repurchased for $9.6 million.
A quarterly cash dividend of $0.31 per common share, for total dividends and dividend equivalents of $2.4 million was paid in Q1 of fiscal 2022, compared with a quarterly cash dividend of $0.26 per common share, for total dividends and dividend equivalents of $2.1 million paid in Q1 of fiscal 2021.
GAAP Condensed Consolidated Statement of Cash Flows
CRA has derived the condensed consolidated statement of cash flow data for the years ended January 1, 2022 and January 2, 2021 from its audited financial statements appearing on Form 10-K for the fiscal year ended January 1, 2022, filed with the Securities and Exchange Commission on March 3, 2022. The condensed consolidated statement of cash flow data for the second and third quarters of fiscal year 2020, and the first, second, and third quarters of fiscal year 2021 and the first quarter of fiscal year 2022 have been derived from CRA’s unaudited financial statements appearing on Form 10-Q for each of the respective fiscal quarters as well as the consolidated statements of cash flows appearing on Form 10-K for the fiscal years ended January 1, 2022 and January 2, 2021 and have been prepared on the same basis as CRA’s audited financial statements.
GAAP Condensed Consolidated Statement of Cash FlowsLTMQ1Q4Q3Q2
($ in 000’s)Q1 20222022202120212021
Net cash provided by (used in) operating activities$53,708 $(61,838)$61,795 $50,126 $3,625 
Net cash used in investing activities(13,916)(11,985)(893)(560)(478)
Net cash provided by (used in) financing activities(26,347)52,111 (14,173)(43,428)(20,857)
Effect of foreign exchange rates on cash and cash equivalents(1,372)(716)(264)(450)58 
Net increase (decrease) in cash and cash equivalents$12,073 $(22,428)$46,465 $5,688 $(17,652)
Cash and cash equivalents at beginning of period31,629 66,130 19,665 13,977 31,629 
Cash and cash equivalents at end of period$43,702 $43,702 $66,130 $19,665 $13,977 
GAAP Condensed Consolidated Statement of Cash FlowsLTMQ1Q4Q3Q2
($ in 000’s)Q1 20212021202020202020
Net cash provided by (used in) operating activities$80,190 $(39,848)$65,315 $33,648 $21,075 
Net cash used in investing activities(9,837)(692)(1,352)(2,225)(5,568)
Net cash provided by (used in) financing activities(57,150)26,465 (44,558)(26,687)(12,370)
Effect of foreign exchange rates on cash and cash equivalents2,608 27 2,164 565 (148)
Net increase (decrease) in cash and cash equivalents$15,811 $(14,048)$21,569 $5,301 $2,989 
Cash and cash equivalents at beginning of period15,818 45,677 24,108 18,807 15,818 
Cash and cash equivalents at end of period$31,629 $31,629 $45,677 $24,108 $18,807 

Adjusted Net Cash Flows from Operations
Below are the quarterly and last twelve-month reconciliations of GAAP net cash provided by (used in) operating activities for each of the periods presented to non-GAAP adjusted net cash flows from operations. The reconciling items are forgivable loan advances and repayments for each period, which are reported as a component of GAAP net cash provided by (used in) operating activities, along with other non-recurring cash items.
Adjusted Net Cash Flows from OperationsLTMQ1Q4Q3Q2
($ in 000’s)Q1 20222022202120212021
GAAP net cash provided by (used in) operating activities$53,708 $(61,838)$61,795 $50,126 $3,625 
Forgivable loan advances21,178 8,800 4,893 5,105 2,380 
Forgivable loan repayments(69)— (69)— — 
Other non-recurring cash items (1)111 111 — — — 
Adjusted net cash flows from operations$74,928 $(52,927)$66,619 $55,231 $6,005 
Net revenue$567,797 $148,382 $134,766 $136,412 $148,237 
GAAP net cash provided by (used in) operating activities as a percentage of net revenue9.5 %(41.7)%45.9 %36.7 %2.4 %
Adjusted net cash flows from operations as a percentage of net revenue13.2 %(35.7)%49.4 %40.5 %4.1 %
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Adjusted Net Cash Flows from OperationsLTMQ1Q4Q3Q2
($ in 000’s)Q1 20212021202020202020
GAAP net cash provided by (used in) operating activities$80,190 $(39,848)$65,315 $33,648 $21,075 
Forgivable loan advances11,126 2,150 3,940 104 4,932 
Forgivable loan repayments— — — — — 
Other non-recurring cash items (1)10,393 10,393 — — — 
Adjusted net cash flows from operations$101,709 $(27,305)$69,255 $33,752 $26,007 
Net revenue$528,733 $146,518 $137,422 $121,762 $123,031 
GAAP net cash provided by (used in) operating activities as a percentage of net revenue15.2 %(27.2)%47.5 %27.6 %17.1 %
Adjusted net cash flows from operations as a percentage of net revenue19.2 %(18.6)%50.4 %27.7 %21.1 %
(1) Other non-recurring cash items includes acquisition-related costs in Q1 fiscal 2022 and a portion of the cash paid to settle a contingent consideration obligation in Q1 fiscal 2021.
NON-GAAP FINANCIAL MEASURES
In these remarks, CRA has supplemented the presentation of its financial results calculated in accordance with U.S. generally accepted accounting principles or “GAAP” with the following financial measures that were not calculated in accordance with GAAP: non-GAAP net income, non-GAAP net income per share, non-GAAP EBITDA, non-GAAP income from operations, non-GAAP provision for income taxes, SG&A expenses excluding commissions and adjusted net cash flows from operations. CRA believes that these non-GAAP financial measures are important to management and investors because these measures supplement the understanding of CRA’s ongoing operating results, financial condition and cash flows. Non-GAAP adjusted net cash flows from operations is used by management to assess CRA’s ability to fund items such as the acquisition of talent, office expansions, debt repayment and distributions to shareholders. In addition, non-GAAP net income and non-GAAP EBITDA are used by CRA in its budgeting process, and the non-GAAP adjustments described below are made to the performance measures for some of CRA’s performance-based compensation.
CRA defines non-GAAP EBITDA as net income before interest expense (net), income taxes, and depreciation and amortization further adjusted for the impact of certain items that it does not consider indicative of its core operating performance, such as non-cash amounts relating to valuation changes in contingent consideration, acquisition-related costs, and related tax effects. Non-GAAP net income, non-GAAP income from operations and non-GAAP provision for income taxes also exclude non-cash amounts relating to valuation changes in contingent consideration, acquisition-related costs, and related tax effects. The adjustments made to non-GAAP adjusted net cash flows from operations add back forgivable loan issuances, net of repayments, along with other non-recurring cash items. These remarks also present certain current fiscal period financial measures on a “constant currency” basis in order to isolate the effect that foreign currency exchange rate fluctuations can have on CRA’s financial results. These constant currency measures are determined by recalculating the current fiscal period local currency financial measure using the specified corresponding prior fiscal period’s foreign exchange rates.
All of the non-GAAP financial measures referred to above should be considered in conjunction with, and not as a substitute for, the GAAP financial information presented in these remarks. EBITDA and the financial measures identified in these remarks as “non-GAAP” are reconciled to their GAAP comparable measures either in these remarks or in the attached financial tables. In evaluating these non-GAAP financial measures, note that the non-GAAP financial measures used by CRA may be calculated differently from, and therefore may not be comparable to, similarly titled measures used by other companies.
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CRA INTERNATIONAL, INC.
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
FOR THE FISCAL QUARTERS ENDED
APRIL 2, 2022 COMPARED TO APRIL 3, 2021
(IN THOUSANDS, EXCEPT PER SHARE DATA)

Fiscal Quarter Ended
April 2,
2022
 As a % of
Revenue
April 3,
2021
 As a % of
Revenue
Revenues$148,382 100.0 %$146,518 100.0 %
Cost of services (exclusive of depreciation and amortization)104,060 70.1 %105,374 71.9 %
Selling, general and administrative expenses25,817 17.4 %23,206 15.8 %
Depreciation and amortization2,976 2.0 %3,301 2.3 %
Income from operations15,529 10.5 %14,637 10.0 %
Interest expense, net(208)-0.1 %(199)-0.1 %
Foreign currency gains (losses), net199 0.1 %(551)-0.4 %
Income before provision for income taxes15,520 10.5 %13,887 9.5 %
Provision for income taxes4,094 2.8 %3,386 2.3 %
Net income$11,426 7.7 %$10,501 7.2 %
Net income per share:
  Basic$1.55 $1.37 
  Diluted$1.52 $1.34 
Weighted average number of shares outstanding:
  Basic7,360 7,626 
  Diluted7,503 7,831 
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CRA INTERNATIONAL, INC.
RECONCILIATION OF NON-GAAP FINANCIAL MEASURES
FOR THE FISCAL QUARTERS ENDED
APRIL 2, 2022 COMPARED TO APRIL 3, 2021
(IN THOUSANDS, EXCEPT PER SHARE DATA)

Fiscal Quarter Ended
April 2,
2022
As a % of
Revenue
April 3,
2021
As a % of
Revenue
Revenues$148,382 100.0 %$146,518 100.0 %
Net income$11,426 7.7 %$10,501 7.2 %
Adjustments needed to reconcile GAAP net income to non-GAAP net income:
Non-cash valuation change in contingent consideration — — %380 0.3 %
Acquisition-related costs171 0.1 %— — %
Tax effect on adjustments(46)— %(103)-0.1 %
Non-GAAP net income$11,551 7.8 %$10,778 7.4 %
Non-GAAP net income per share:
Basic$1.56 $1.41 
Diluted$1.53 $1.37 
Weighted average number of shares outstanding:
Basic7,360 7,626 
Diluted7,503 7,831 


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CRA INTERNATIONAL, INC.
RECONCILIATION OF NON-GAAP FINANCIAL MEASURES
FOR THE FISCAL QUARTERS ENDED
APRIL 2, 2022 COMPARED TO APRIL 3, 2021
(IN THOUSANDS)

Fiscal Quarter Ended
April 2,
2022
As a % of
 Revenue
April 3,
2021
As a % of
 Revenue
Revenues$148,382 100.0 %$146,518 100.0 %
Net income$11,426 7.7 %$10,501 7.2 %
Adjustments needed to reconcile GAAP net income to non-GAAP net income:
Non-cash valuation change in contingent consideration— — %380 0.3 %
Acquisition-related costs171 0.1 %— — %
Tax effect on adjustments(46)— %(103)-0.1 %
Non-GAAP net income$11,551 7.8 %$10,778 7.4 %
Adjustments needed to reconcile non-GAAP net income to non-GAAP EBITDA:
Interest expense, net208 0.1 %199 0.1 %
Provision for income taxes4,140 2.8 %3,489 2.4 %
Depreciation and amortization2,976 2.0 %3,301 2.3 %
Non-GAAP EBITDA$18,875 12.7 %$17,767 12.1 %
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CRA INTERNATIONAL, INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(IN THOUSANDS)

April 2,
2022
January 1,
2022
Assets
Cash$43,702 $66,130 
Accounts receivable and unbilled services, net173,651 162,057 
Other current assets24,795 21,160 
Total current assets242,148 249,347 
Property and equipment, net51,836 53,612 
Goodwill and intangible assets, net99,045 93,117 
Right-of-use assets107,655 110,475 
Other assets50,158 48,809 
Total assets$550,842 $555,360 
Liabilities and Shareholders’ Equity
Accounts payable$20,252 $23,511 
Accrued expenses103,640 156,314 
Current portion of lease liabilities15,023 14,337 
Revolving line of credit60,000 — 
Other current liabilities10,031 18,924 
Total current liabilities208,946 213,086 
Non-current portion of lease liabilities120,231 124,464 
Other non-current liabilities12,440 11,976 
Total liabilities341,617 349,526 
Total shareholders’ equity209,225 205,834 
Total liabilities and shareholders’ equity$550,842 $555,360 
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CRA INTERNATIONAL, INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(IN THOUSANDS)

Fiscal Quarter Ended
April 2,
2022
April 3,
2021
Operating activities:
Net income$11,426 $10,501 
Adjustments to reconcile net income to net cash used in operating activities, net of effect of acquired business:
Non-cash items, net7,086 6,149 
Accounts receivable and unbilled services(7,110)(3,030)
Working capital items, net(73,240)(53,468)
Net cash used in operating activities(61,838)(39,848)
Investing activities:
Purchases of property and equipment, net(1,346)(692)
Consideration paid for acquisition(10,639)— 
Net cash used in investing activities(11,985)(692)
Financing activities:
Issuance of common stock, principally stock options exercises341 1,113 
Borrowings under revolving line of credit60,000 42,000 
Repayments under revolving line of credit— (2,000)
Tax withholding payments reimbursed by shares(897)(588)
Cash paid for contingent consideration— (2,357)
Cash dividends paid(2,377)(2,061)
Repurchase of common stock(4,956)(9,642)
Net cash provided by financing activities52,111 26,465 
Effect of foreign exchange rates on cash and cash equivalents(716)27 
Net decrease in cash and cash equivalents(22,428)(14,048)
Cash and cash equivalents at beginning of period66,130 45,677 
Cash at end of period$43,702 $31,629 
Noncash investing and financing activities:
Increase (decrease) in accounts payable and accrued expenses for property and equipment$(211)$(294)
Right-of-use assets obtained in exchange for lease obligations$1,210 $1,070 
Restricted common stock issued for contingent consideration$— $2,250 
Supplemental cash flow information:
Cash paid for taxes$1,622 $844 
Cash paid for interest$97 $24 
Cash paid for amounts included in operating lease liabilities$5,285 $5,157 
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