Summary of CRA International (NasdaqGS:CRAI) 2025 Conference Call Company Overview - CRA International is celebrating its 60th anniversary, founded in 1965 by professors from Harvard and MIT to provide high-quality research in economics, finance, and strategy to assist business leaders in decision-making [3][4] - The company has approximately 1,000 consulting professionals, with 80% of its business in legal regulatory services and 20% in traditional management consulting [3][17] Financial Performance - CRA has experienced consistent growth of approximately 9%-10% annually since 2012, with profits growing at a faster rate [5][6] - The company does not have annuity-type revenue streams; instead, it operates on a project-by-project basis, requiring proof of value for each assignment [6][17] - Revenue growth is primarily organic, with about two-thirds of the growth coming from selling more hours and services, while rate increases contribute an average of 2%-4% [17] Competitive Landscape - The competitive set varies between legal regulatory services and management consulting, with CRA focusing on its core competencies in economics and regulations within life sciences and energy [21][22] - CRA has been gaining market share over the past dozen years, outpacing industry growth in both legal regulatory and management consulting sectors [22] AI and Technology Integration - AI is seen as an opportunity to enhance efficiency in research projects, but there are limitations regarding accuracy and data usage due to legal constraints [26][27][28] - The company emphasizes the importance of human expertise and creativity in consulting, which may be jeopardized by over-reliance on AI tools [29][30] - AI is also driving demand for legal services due to increased litigation related to property rights disputes [30] Client Relationships and Market Position - CRA serves 85 of the Fortune 100 companies and has worked with 98 of the Am Law 100 law firms, indicating a strong client base [48][49] - The company aims to increase its share of wallet from existing clients, focusing on becoming more client-centric rather than consulting-centric [48][49] Employee Retention and Culture - CRA has maintained a low voluntary attrition rate of around 10% over the past five years, indicating a strong workplace culture and employee satisfaction [39][43] - The company prioritizes creating value for its consultants to retain top talent, emphasizing the quality of colleagues and client relationships [43][44] International Growth Opportunities - Approximately 20% of CRA's revenue comes from international markets, with growth opportunities arising from a more vigorous regulatory environment in Europe compared to the U.S. [65] Revenue Forecasting and Engagements - At any given time, CRA has about 55%-60% of the preceding 12 months' revenue in-house, relying on industry trends and lead flow for revenue forecasting [62][63] - The company anticipates 2025 to be its eighth consecutive record year for revenue and profits, driven by strong client demand [63]

Financial Data and Key Metrics Changes - Total revenues for Q3 2025 were $863.5 million, representing a 25.9% increase from $685.9 million in Q3 2024 [8] - Adjusted EPS increased by 27.3% to $0.42 compared to $0.33 [10] - Adjusted EBITDA was $145.2 million, up 28.9% from $112.6 million [10] - Adjusted free cash flow for the trailing twelve months rose by 134% to $291.9 million [11] Business Line Data and Key Metrics Changes - Management Services, servicing, and other revenues increased by 12.6%, with Valuation & Advisory growing by 23.5% [8] - Leasing revenues rose by 13.7%, achieving a record third quarter for this service line [8] - Investment sales volumes increased by 67%, significantly outpacing the industry [9] Market Data and Key Metrics Changes - The company reported a 59.7% increase in revenues from Capital Markets, reflecting a 129% improvement in total debt volumes [9] - The company has opened nine international offices and hired over 100 revenue-generating professionals outside the U.S. since the beginning of last year [6] Company Strategy and Development Direction - The company aims to produce over $2 billion of recurring revenues annually by 2029, supported by organic growth and recent acquisitions [6] - Newmark has launched property and facility management services in India and expanded its international presence in various countries [5][6] - The acquisition of Real Foundations is expected to enhance the company's consulting and technology advisory capabilities [42][44] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in meeting or exceeding 2026 targets, projecting record earnings of over $630 million in adjusted EBITDA [9] - The company remains cautious about macroeconomic factors but believes in the potential for strong growth in the data center sector [29][70] - Management noted that the current political climate in New York is not impacting transaction activity significantly [33] Other Important Information - The company ended the quarter with $224.1 million in cash and cash equivalents and a net leverage ratio of 1 times [10] - The adjusted tax rate for earnings was 12.1% for the quarter, influenced by higher tax-deductible stock compensation [9] Q&A Session Summary Question: Data centers and capital commitment - Management indicated that there is significant interest in data centers and infrastructure, with ongoing efforts to build more facilities [14][15] Question: Drag from hiring and expansion - Management acknowledged that while there is still some drag on earnings from investments, they expect a 10% earnings improvement next year due to purposeful investments [21] Question: 2026 targets and growth outlook - Management confirmed that the 2026 targets are conservative and will be reevaluated in the next earnings call [29] Question: New York City market conditions - Management reported no significant impact from political risks in New York, with strong performance from law firms and financial institutions [33] Question: Capital Markets activity - Management noted strong pipelines and transaction activity, with no signs of slowing down [38] Question: Real Foundations acquisition - Management highlighted the strategic fit of Real Foundations in enhancing their service offerings and expanding their capabilities [42][44]