ctg-ex991

CTG Increased Revenue 11% and Expanded Margins in
Fourth Quarter 2021 Driven by
Accelerated Transformation to Digital Solutions and Services

BUFFALO, N.Y., February 22, 2022 – CTG (Nasdaq: CTG) (“Company”), a leading provider of digital IT solutions and services in North America and Western Europe, today reported its financial results for the fourth quarter and year ended December 31, 2021. For reporting purposes, the Company is now disclosing three segments, IT Solutions and Services in each of North America and Europe, and Non-Strategic Technology Services, primarily in North America.

Filip Gydé, CTG President and CEO commented, “Our team finished the year strong, delivering better than expected results in the fourth quarter and doubled revenue year-over-year in our North America IT Solutions and Services segment. Our financial and operational improvements in the fourth quarter were driven by the successful completion of a large training, implementation, and support engagement for a health system in North America. As a result of the increased mix of higher-margin solutions and services revenue in the quarter, we achieved significant improvement in our consolidated operating performance which drove bottom line results that exceeded our guidance for the quarter.”

“While our results will continue to reflect the timing associated with major engagements as we expand our digital solutions and services capabilities, we expect to build a larger foundation of recurring revenue at value-add margins and to disengage from less profitable business.”

Commenting on CTG’s strategy for growth and new reporting structure, Mr. Gydé added, “As part of our strategy to transform CTG into a digital solutions and services company, we are now reporting our results in three segments, which will provide greater visibility into performance across the Company. This new financial reporting structure better reflects the results of our operations, accounting for our increased strategic focus on the higher growth, higher margin solutions and services in North America and Europe. The CTG Board and management team are confident that by executing our transformation strategy, centered on building and delivering digital IT solutions and services, reducing our non-strategic technology services exposure and augmenting our organic efforts with prudent acquisitions, we will be able to deliver long-term value for CTG shareholders.”

Consolidated Fourth Quarter 2021 Review (Narrative compares with prior-year period unless otherwise noted) (unaudited)

($ in thousands)	For the Quarter Ended									Change 2020-2021					Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$		%			$			%
Revenue	$	112,389		$	101,348		$	99,320		$	11,041		10.9	%	$	2,028			2.0	%

GAAP Operating Income	$	5,141		$	3,325		$	2,408		$	1,816		54.6	%	$	917			38.1	%
GAAP Operating Margin		4.6	%		3.3	%		2.4	%

Non-GAAP Operating Income*	$	5,352		$	3,581		$	2,975		$	1,771		49.5	%	$	606			20.4	%
Non-GAAP Operating Margin*		4.8	%		3.5	%		3.0	%

GAAP Net Income	$	8,717		$	1,905		$	1,671		$	6,812		357.6	%	$	234			14.0	%
GAAP Net Margin		7.8	%		1.9	%		1.7	%

Non-GAAP Net Income*	$	3,774		$	2,044		$	2,045		$	1,730		84.6	%	$	(1	)		0.0	%
Non-GAAP Net Income Margin*		3.4	%		2.0	%		2.1	%

Adjusted EBITDA*	$	6,513		$	4,935		$	4,209		$	1,578		32.0	%	$	726			17.2	%
Adjusted EBITDA Margin*		5.8	%		4.9	%		4.2	%

*A reconciliation of GAAP to non-GAAP information is included in the financial tables below.

($ in thousands)	For the Quarter Ended									Change 2020-2021					Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$		%			$		%
Revenue	$	45,075		$	22,440		$	18,987		$	22,635		100.9	%	$	3,453		18.2	%

Gross profit	$	13,262		$	8,058		$	6,943		$	5,204		64.6	%	$	1,115		16.1	%
Gross margin		29.4	%		35.9	%		36.6	%

Contribution profit	$	9,166		$	5,160		$	4,831		$	4,006		77.6	%	$	329		6.8	%
Contribution margin		20.3	%		23.0	%		25.4	%

($ in thousands)	For the Quarter Ended									Change 2020-2021						Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$			%			$		%
Revenue	$	40,081		$	43,857		$	40,214		$	(3,776	)		-8.6	%	$	3,643		9.1	%

Gross profit	$	8,805		$	9,699		$	9,119		$	(894	)		-9.2	%	$	580		6.4	%
Gross margin		22.0	%		22.1	%		22.7	%

Contribution profit	$	3,262		$	4,470		$	3,740		$	(1,208	)		-27.0	%	$	730		19.5	%
Contribution margin		8.1	%		10.2	%		9.3	%

($ in thousands)	For the Quarter Ended									Change 2020-2021						Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$			%			$			%
Revenue	$	27,233		$	35,051		$	40,119		$	(7,818	)		-22.3	%	$	(5,068	)		-12.6	%

Gross profit	$	2,947		$	3,870		$	4,179		$	(923	)		-23.9	%	$	(309	)		-7.4	%
Gross margin		10.8	%		11.0	%		10.4	%

Contribution profit	$	1,845		$	2,276		$	1,781		$	(431	)		-18.9	%	$	495			27.8	%
Contribution margin		6.8	%		6.5	%		4.4	%

Consolidated Full Year 2021 Results (Narrative compares with prior-year period unless otherwise noted) (unaudited)

($ in thousands)	For the Year Ended									Change 2020-2021					Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$		%			$			%
Revenue	$	392,285		$	366,091		$	394,170		$	26,194		7.2	%	$	(28,079	)		-7.1	%

GAAP Operating Income	$	12,742		$	9,130		$	6,912		$	3,612		39.6	%	$	2,218			32.1	%
GAAP Operating Margin		3.2	%		2.5	%		1.8	%

Non-GAAP Operating Income*	$	14,042		$	11,329		$	9,180		$	2,713		23.9	%	$	2,149			23.4	%
Non-GAAP Operating Margin*		3.6	%		3.1	%		2.3	%

GAAP Net Income	$	13,730		$	7,639		$	4,125		$	6,091		79.7	%	$	3,514			85.2	%
GAAP Net Margin		3.5	%		2.1	%		1.0	%

Non-GAAP Net Income*	$	9,620		$	6,317		$	5,614		$	3,303		52.3	%	$	703			12.5	%
Non-GAAP Net Income Margin*		2.5	%		1.7	%		1.4	%

Adjusted EBITDA*	$	18,081		$	15,692		$	12,515		$	2,389		15.2	%	$	3,177			25.4	%
Adjusted EBITDA Margin*		4.6	%		4.3	%		3.2	%

*A reconciliation of GAAP to non-GAAP information is included in the financial tables below

($ in thousands)	For the Year Ended									Change 2020-2021					Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$		%			$			%
Revenue	$	101,506		$	67,948		$	74,123		$	33,558		49.4	%	$	(6,175	)		-8.3	%

Gross profit	$	32,621		$	23,995		$	23,666		$	8,626		35.9	%	$	329			1.4	%
Gross margin		32.1	%		35.3	%		31.9	%

Contribution profit	$	18,738		$	14,627		$	14,668		$	4,111		28.1	%	$	(41	)		-0.3	%
Contribution margin		18.5	%		21.5	%		19.8	%

($ in thousands)	For the Year Ended									Change 2020-2021					Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$		%			$		%
Revenue	$	169,341		$	154,847		$	148,108		$	14,494		9.4	%	$	6,739		4.6	%

Gross profit	$	40,311		$	37,818		$	33,269		$	2,493		6.6	%	$	4,549		13.7	%
Gross margin		23.8	%		24.4	%		22.5	%

Contribution profit	$	18,966		$	17,452		$	13,444		$	1,514		8.7	%	$	4,008		29.8	%
Contribution margin		11.2	%		11.3	%		9.1	%

($ in thousands)	For the Year Ended									Change 2020-2021						Change 2019-2020
	Dec. 31, 2021			Dec. 31, 2020			Dec. 31, 2019			$			%			$			%
Revenue	$	121,438		$	143,296		$	171,939		$	(21,858	)		-15.3	%	$	(28,643	)		-16.7	%

Gross profit	$	13,518		$	15,145		$	18,100		$	(1,627	)		-10.7	%	$	(2,955	)		-16.3	%
Gross margin		11.1	%		10.6	%		10.5	%

Contribution profit	$	8,614		$	8,153		$	7,581		$	461			5.7	%	$	572			7.5	%
Contribution margin		7.1	%		5.7	%		4.4	%

Cash and cash equivalents were $35.6 million, up $2.7 million, or 8.3%, since year-end 2020. Full year net cash provided by operations was $7.4 million and was used in part to fund capital expenditures of $1.9 million.

At the end of 2021, the Company had no outstanding balance on its revolving line of credit facility or any other long-term debt. Days sales outstanding were 67 in the fourth quarter of 2021 compared with 74 in the prior-year period.

Mr. Gydé concluded, “As we execute our transformation strategy to build a leading digital solutions and services enterprise for North America and Europe, we are committed to reducing our low margin non-strategic business while building our global solutions and services business. We expect headwinds on revenue in 2022 of approximately $25 to $35 million from the disengagement from non-strategic services and the fourth quarter completion of the large engagement. However, we expect 2022 revenue in the range of $375 million to $395 million. Given our shift to higher margins, we expect earnings to continue to expand, with 2022 non-GAAP diluted earnings per share ranging from $0.64 to $0.72. Our goal over the next two years is to grow adjusted EBITDA margins to 7% to 8% of revenue, representing an increase of approximately 50% to 75% from 2021.”

The Company expects its quarterly performance throughout 2022 to be uneven due to engagement timing, and after a slower start to the year, expects results to improve throughout the year.

CTG will hold a conference call today at 11:00 a.m. Eastern Time to discuss the Company’s financial results and business outlook. To access the live call, dial +1 844 291 6362 and enter the access code 1361242. The conference call will also be available via webcast in the Investors section of CTG’s website at www.ctg.com.

A replay of the call will be available from 3:00 p.m. Eastern Time today through February 25, 2022 by dialing +1 866 207 1041 and entering the access code 2423685. The webcast will also be archived on CTG’s website in the Events & Presentations section for at least 90 days following completion of the live conference call.

CTG is a leading provider of digital transformation solutions and services that accelerate clients’ project momentum and achievement of their desired IT and business outcomes. We have earned a reputation as a faster and more reliable, results-driven partner focused on improved data-driven decision making, meaningful business performance improvements, new and enhanced customer experiences, and continuous innovation. CTG has operations in North America, South America, Western Europe, and India. The Company regularly posts news and other important information at www.ctg.com.

The Company has referenced non-GAAP information in this news release. The Company believes that the use of non-GAAP financial information provides useful information to investors and management to gain an overall understanding of its current financial performance and prospects. In addition, management uses non-GAAP financial measures for forecasting, facilitating ongoing operating decisions, and measuring the Company’s overall performance. The Company believes that these non-GAAP measures align closely with its internal measurement processes and are reflective of the Company’s core operating results.

A reconciliation of GAAP to non-GAAP information is included in the financial tables below. The non-GAAP financial information is presented using a consistent methodology from quarter-to-quarter and year-to-year. These measures should be considered in addition to results prepared in accordance with GAAP. Also, these non-GAAP financial measures are not based on any comprehensive set of accounting rules or principles. The Company believes that non-GAAP financial measures have limitations in that they do not reflect all amounts associated with the Company's results of operations as determined in accordance with GAAP and that these measures should only be used to evaluate the Company's results of operations in conjunction with the corresponding GAAP financial measures. As such, the non-GAAP financial measures disclosed by the Company should not be considered a substitute for or superior to financial measures calculated in accordance with GAAP, and reconciliations between GAAP and non-GAAP financial measures included in this earnings release should be carefully evaluated.

This document contains certain forward-looking statements concerning the Company's current expectations as to future growth, financial outlook, business strategy and performance expectations for 2022 and beyond and statements related to cost control, new business opportunities, financial performance, market demand, and other attributes of the Company, which are protected as forward-looking statements under the Private Securities Litigation Reform Act of 1995. Generally, the words “anticipates”, “believes”, “expects”, “plans”, “may”, “will”, “might,” “would”, “should”, “could,” “seeks”, “estimates”, “anticipates,” “project”, “predict”, “potential”, “currently”, “continue”, “intends”, “outlook”, and other similar words identify forward-looking statements. These statements are based upon the Company's current expectations and assumptions, a review of industry reports, current business conditions in the areas where the Company does business, feedback from existing and potential new clients, a review of current and proposed legislation and governmental regulations that may affect the Company and/or its clients, and other future events or circumstances. Actual results could differ materially from the outlook guidance, expectations, and other forward-looking statements as a result of a number of factors and risks, including among others, the effects of the COVID-19 pandemic and the regulatory, social and business responses thereto on the Company’s business, operations, employees, contractors and clients, the availability to the Company of qualified professional staff, domestic and foreign industry competition for clients and talent, increased bargaining power of large clients, the Company's ability to protect confidential client data, the partial or complete loss of the revenue the Company generates from International Business Machines Corporation (IBM), the ability to integrate businesses when acquired and retain their clients while achieving cost reduction targets, the uncertainty of clients' implementations of cost reduction projects, the effect of healthcare reform and initiatives, the mix of work between solutions and services and non-strategic technology services, currency exchange risks, risks associated with operating in foreign jurisdictions, renegotiations, nullification, or breaches of contracts with clients, vendors, subcontractors or other parties, the change in valuation of capitalized software balances, the impact of current and future laws and government regulation, as well as repeal or modification of such, affecting the information technology (IT) solutions and services and staffing industry, taxes and the Company's operations in particular, industry, economic and political conditions, including fluctuations in demand for IT services, consolidation among the Company's competitors or clients, the need to supplement or change our IT services in response to new offerings in the industry or changes in client requirements for IT products and solutions, actions of activist shareholders, and other factors that involve risk and uncertainty including those listed in the Company's reports filed with the Securities and Exchange Commission. Such forward-looking statements should be read in conjunction with the Company's disclosures set forth in the Company's Form 10-K for the year ended December 31, 2020, including the uncertainties described in the "Risk Factors" and "Management's Discussion and Analysis of Financial Condition and Results of Operations" sections and other reports, including but not limited to subsequent quarterly reports on Form 10-Q, that may be filed from time to time with the Securities and Exchange Commission and may be obtained through the Securities and Exchange Commission's Electronic Data Gathering and Analysis Retrieval System ("EDGAR") at www.sec.gov.The Company assumes no obligation to update the forward-looking information contained in this release.

	For the Quarter Ended
	December 31,			December 31,		December 31,
	2021			2020		2019

Revenue	$	112,389		$	101,348	$	99,320
Cost of services		87,375			79,721		79,079
Gross profit		25,014			21,627		20,241
Selling, general and admin. expenses		19,873			18,302		17,833
Operating income		5,141			3,325		2,408
Non-taxable life insurance gain		-			24		-
Gain on sale of building		-			-		-
Other income (expense), net		(57	)		156		125
Income before income taxes		5,084			3,505		2,533
Provision (benefit) for income taxes		(3,633	)		1,600		862
Net income	$	8,717		$	1,905	$	1,671

Net income per share:
Basic	$	0.62		$	0.14	$	0.12
Diluted	$	0.58		$	0.13	$	0.12

Weighted average shares outstanding:
Basic		14,153			13,670		13,509
Diluted		15,101			14,702		14,238

	For the Year Ended
	December 31,			December 31,			December 31,
	2021			2020			2019

Revenue	$	392,285		$	366,091		$	394,170
Cost of services		305,835			289,133			319,135
Gross profit		86,450			76,958			75,035
Selling, general and admin. expenses		73,708			67,828			68,123
Operating income		12,742			9,130			6,912
Non-taxable life insurance gain		-			987			-
Gain on sale of building		-			824			-
Other expense, net		(1,005	)		(280	)		(623	)
Income before income taxes		11,737			10,661			6,289
Provision (benefit) for income taxes		(1,993	)		3,022			2,164
Net income	$	13,730		$	7,639		$	4,125

Net income per share:
Basic	$	0.99		$	0.56		$	0.31
Diluted	$	0.92		$	0.53		$	0.29

Weighted average shares outstanding:
Basic		13,926			13,621			13,450
Diluted		14,971			14,427			13,997

	December 31,		December 31,
	2021		2020
Current Assets:
Cash and cash equivalents	$	35,584		$	32,865
Accounts receivable, net		84,252			76,892
Other current assets		2,929			3,381
Total current assets		122,765			113,138

Property and equipment, net		5,242			5,515
Operating lease right-of-use assets		22,132			22,116
Cash surrender value		4,018			3,587
Acquired intangibles, net		7,280			9,097
Goodwill		19,676			21,275
Other assets		7,221			1,525

Total Assets	$	188,334		$	176,253

Current Liabilities:
Accounts payable	$	21,150		$	18,784
Accrued compensation		22,534			21,968
Operating lease liabilities		6,444			6,427
Other current liabilities		14,855			13,966
Total current liabilities		64,983			61,145

Operating lease liabilities		15,612			15,564
Other liabilities		13,302			20,036
Shareholders' equity		94,437			79,508

Total Liabilities and Shareholders' Equity	$	188,334		$	176,253

	For the Year Ended
	December 31,			December 31,			December 31,
	2021			2020			2019

Net income	$	13,730		$	7,639		$	4,125
Depreciation and amortization expense		3,172			3,309			3,268
Equity-based compensation expense		2,640			2,483			1,748
Other operating items		(12,131	)		17,307			(611	)
Net cash provided by operating activities		7,411			30,738			8,530
Net cash used in investing activities		(2,471	)		(4,983	)		(11,521	)
Net cash provided by (used in) financing activities		(1,074	)		(5,685	)		1,794
Effect of exchange rates on cash and cash equivalents		(1,147	)		2,014			(453	)
Net increase (decrease) in cash and cash equivalents		2,719			22,084			(1,650	)
Cash and cash equivalents at beginning of period		32,865			10,781			12,431
Cash and cash equivalents at end of period	$	35,584		$	32,865		$	10,781

For reporting purposes, the Company discloses three segments, including IT solutions and services in each of North America and Europe, and Non-Strategic Technology Services, primarily in North America. The Company continues to make investments in business development, including solutions, sales, delivery, and recruiting to drive its digital transformation strategy in both the North America and Europe IT Solutions and Services segments. The Company is not making investments in its Non-Strategic Technology Services segment that includes lower margin staffing services. Contribution profit represents operational profit after consideration of expenses such as sales, solutions, delivery, recruiting and administrative expenses.

	For the Quarter Ended December 31, 2021
	North
	America			Europe			Non-Strategic
	IT Solutions			IT Solutions			Technology			GAAP						Non-GAAP
	and Services			and Services			Services			Totals			Non-GAAP*			Totals

Revenue	$	45,075		$	40,081		$	27,233		$	112,389					$	112,389
Cost of services		31,813			31,276			24,286			87,375						87,375
Gross profit		13,262			8,805			2,947			25,014						25,014
Gross margin		29.4	%		22.0	%		10.8	%		22.3	%					22.3	%
Operating expenses		4,096			5,543			1,102			10,741						10,741
Contribution profit	$	9,166		$	3,262		$	1,845			14,273						14,273
Contribution margin		20.3	%		8.1	%		6.8	%		12.7	%					12.7	%
General and admin. expense											9,132			(211	)		8,921
Operating income										$	5,141		$	211		$	5,352
Operating margin											4.6	%					4.8	%

	For the Quarter Ended December 31, 2020
	North
	America			Europe			Non-Strategic
	IT Solutions			IT Solutions			Technology			GAAP						Non-GAAP
	and Services			and Services			Services			Totals			Non-GAAP*			Totals

Revenue	$	22,440		$	43,857		$	35,051		$	101,348					$	101,348
Cost of services		14,382			34,158			31,181			79,721						79,721
Gross profit		8,058			9,699			3,870			21,627						21,627
Gross margin		35.9	%		22.1	%		11.0	%		21.3	%					21.3	%
Operating expenses		2,898			5,229			1,594			9,721						9,721
Contribution profit	$	5,160		$	4,470		$	2,276			11,906						11,906
Contribution margin		23.0	%		10.2	%		6.5	%		11.7	%					11.7	%
General and admin. expense											8,581			(256	)		8,325
Operating income										$	3,325		$	256		$	3,581
Operating margin											3.3	%					3.5	%

	For the Quarter Ended December 31, 2019
	North
	America			Europe			Non-Strategic
	IT Solutions			IT Solutions			Technology			GAAP						Non-GAAP
	and Services			and Services			Services			Totals			Non-GAAP*			Totals

Revenue	$	18,987		$	40,214		$	40,119		$	99,320					$	99,320
Cost of services		12,044			31,095			35,940			79,079						79,079
Gross profit		6,943			9,119			4,179			20,241						20,241
Gross margin		36.6	%		22.7	%		10.4	%		20.4	%					20.4	%
Operating expenses		2,112			5,379			2,398			9,889						9,889
Contribution profit	$	4,831		$	3,740		$	1,781			10,352						10,352
Contribution margin		25.4	%		9.3	%		4.4	%		10.4	%					10.4	%
General and admin. expense											7,944			(567	)		7,377
Operating income										$	2,408		$	567		$	2,975
Operating margin											2.4	%					3.0	%

	For the Year Ended December 31, 2021
	North
	America			Europe			Non-Strategic
	IT Solutions			IT Solutions			Technology			GAAP							Non-GAAP
	and Services			and Services			Services			Totals			Non-GAAP**				Totals

Revenue	$	101,506		$	169,341		$	121,438		$	392,285							$	392,285
Cost of services		68,885			129,030			107,920			305,835								305,835
Gross profit		32,621			40,311			13,518			86,450								86,450
Gross margin		32.1	%		23.8	%		11.1	%		22.0	%							22.0	%
Operating expenses		13,883			21,345			4,904			40,132								40,132
Contribution profit	$	18,738		$	18,966		$	8,614		$	46,318								46,318
Contribution margin		18.5	%		11.2	%		7.1	%		11.8	%							11.8	%
General and admin. expense											33,576				(1,300	)			32,276
Operating income										$	12,742			$	1,300			$	14,042
Operating margin											3.2	%							3.6	%

** Non-GAAP costs include expenses associated with rebranding and certain acquisition-related expenses

	For the Year Ended December 31, 2020
	North
	America			Europe			Non-Strategic
	IT Solutions			IT Solutions			Technology			GAAP						Non-GAAP
	and Services			and Services			Services			Totals			Non-GAAP***			Totals

Revenue	$	67,948		$	154,847		$	143,296		$	366,091					$	366,091
Cost of services		43,953			117,029			128,151			289,133						289,133
Gross profit		23,995			37,818			15,145			76,958						76,958
Gross margin		35.3	%		24.4	%		10.6	%		21.0	%					21.0	%
Operating expenses		9,368			20,366			6,992			36,726						36,726
Contribution profit	$	14,627		$	17,452		$	8,153			40,232						40,232
Contribution margin		21.5	%		11.3	%		5.7	%		11.0	%					11.0	%
General and admin. expense											31,102			(2,199	)		28,903
Operating income										$	9,130		$	2,199		$	11,329
Operating margin											2.5	%					3.1	%

	For the Year Ended December 31, 2019
	North
	America			Europe			Non-Strategic
	IT Solutions			IT Solutions			Technology			GAAP						Non-GAAP
	and Services			and Services			Services			Totals			Non-GAAP*			Totals

Revenue	$	74,123		$	148,108		$	171,939		$	394,170					$	394,170
Cost of services		50,457			114,839			153,839			319,135						319,135
Gross profit		23,666			33,269			18,100			75,035						75,035
Gross margin		31.9	%		22.5	%		10.5	%		19.0	%					19.0	%
Operating expenses		8,998			19,825			10,519			39,342						39,342
Contribution profit	$	14,668		$	13,444		$	7,581		$	35,693						35,693
Contribution margin		19.8	%		9.1	%		4.4	%		9.1	%					9.1	%
General and admin. expense											28,781			(2,269	)		26,512
Operating income										$	6,912		$	2,269		$	9,181
Operating margin											1.8	%					2.3	%


																Year			Year
	For the Quarter Ended															Ended			Ended
	Dec.			Mar.			Jun.			Sept.			Dec.			Dec.			Dec.
		2020			2021			2021			2021			2021			2021			2020
Revenue (in millions)
Revenue	$	101.348		$	97.129		$	92.164		$	90.603		$	112.389		$	392.285		$	366.091
Foreign Currency Impact	$	3.088		$	3.981		$	3.921		$	0.453		$	(1.571	)	$	6.784		$	3.027

Revenue By Geography
North America		55.2	%		51.0	%		51.0	%		55.5	%		63.4	%		55.7	%		55.8	%
Europe		44.8	%		49.0	%		49.0	%		44.5	%		36.6	%		44.3	%		44.2	%
Total		100.0	%		100.0	%		100.0	%		100.0	%		100.0	%		100.0	%		100.0	%

Revenue by Vertical Market
Technology Service Providers		30	%		31	%		29	%		28	%		20	%		27	%		31	%
Healthcare		17	%		15	%		15	%		18	%		36	%		21	%		15	%
Financial Services		16	%		17	%		17	%		18	%		13	%		16	%		16	%
Manufacturing		12	%		12	%		13	%		12	%		10	%		12	%		14	%
Energy		5	%		6	%		6	%		5	%		4	%		5	%		6	%
General Markets		20	%		19	%		20	%		19	%		17	%		19	%		18	%
Total		100	%		100	%		100	%		100	%		100	%		100	%		100	%

Operating Margins
GAAP Operating Margin		3.3	%		2.2	%		3.0	%		3.0	%		4.6	%		3.2	%		2.5	%
Non-GAAP Operating Margin		3.5	%		2.8	%		3.2	%		3.3	%		4.8	%		3.6	%		3.1	%

Other Information (in millions except Billable Days and EPS)
Billable Days		67			65			64			63			63			255			256
Net Income	$	1.905		$	1.508		$	1.833		$	1.672		$	8.717		$	13.730		$	7.639
GAAP Diluted EPS*	$	0.13		$	0.10		$	0.12		$	0.11		$	0.58		$	0.92		$	0.53
Non-GAAP Diluted EPS*	$	0.14		$	0.13		$	0.13		$	0.13		$	0.25		$	0.64		$	0.44
Adjusted EBITDA	$	4.9		$	3.7		$	4.1		$	3.8		$	6.5		$	18.1		$	15.7

* 2020 GAAP Diluted EPS includes a $0.08 tax benefit from a change in legislation, and 2021 fourth quarter and full year GAAP Diluted EPS includes a $0.34 benefit from a reversal of a valuation allowance against deferred tax assets in the United States

The non-GAAP information below excludes gains from non-taxable life insurance and from the sale of a building, and expenses associated with rebranding, severance, certain acquisition-related expenses, and the reversal of a tax valuation allowance. The acquisition-related expenses consist of amortization of intangible assets and changes in the value of earn-out payments upon the achievement of certain financial targets from the Company’s recent acquisitions.

											Year		Year
	For the Quarter Ended										Ended		Ended
	Dec.		Mar.		Jun.		Sept.		Dec.		Dec.		Dec.
(in millions)		2020		2021		2021		2021		2021		2021		2020
GAAP Operating Income	$	3.325	$	2.098	$	2.801	$	2.702	$	5.141	$	12.742	$	9.130
Acquisition-related expenses		0.256		0.395		0.165		0.280		0.211		1.051		1.622
Rebranding expenses		-		0.249		-		-		-		0.249		-
Severance		-		-		-		-		-		-		0.577
Non-GAAP Operating Income	$	3.581	$	2.742	$	2.966	$	2.982	$	5.352	$	14.042	$	11.329

																Year			Year
	For the Quarter Ended															Ended			Ended
	Dec.			Mar.			Jun.			Sept.			Dec.			Dec.			Dec.
		2020			2021			2021			2021			2021			2021			2020
GAAP Operating Margin		3.3	%		2.2	%		3.0	%		3.0	%		4.6	%		3.2	%		2.5	%
Acquisition-related expenses		0.2	%		0.4	%		0.2	%		0.3	%		0.2	%		0.3	%		0.4	%
Rebranding expenses		-			0.2	%		-			-			-			0.1	%		-
Severance		-			-			-			-			-			-			0.2	%
Non-GAAP Operating Margin		3.5	%		2.8	%		3.2	%		3.3	%		4.8	%		3.6	%		3.1	%


	For the Quarter Ended													For the Year Ended
	Dec.		Dec.		Mar.		Jun.		Sept.		Dec.			Dec.			Dec.			Dec.
(in millions)		2019		2020		2021		2021		2021		2021			2021			2020			2019
GAAP Net Income	$	1.671	$	1.905	$	1.508	$	1.833	$	1.672	$	8.717		$	13.730		$	7.639		$	4.125
Acquisition-related expenses		0.374		0.139		0.306		0.119		0.216		0.151			0.792			0.945			1.490
Rebranding expenses		-		-		0.192		-		-		-			0.192			-			-
Reversal of tax valuation allowance		-		-		-		-		-		(5.094	)		(5.094	)		-			-
Non-taxable life insurance gain		-		-		-		-		-		-			-			(0.987	)		-
Gain on sale of building		-		-		-		-		-		-			-			(0.464	)		-
Change in tax legislation		-		-		-		-		-		-			-			(1.141	)		-
Severance		-		-		-		-		-		-			-			0.325			-
Non-GAAP Net Income	$	2.045	$	2.044	$	2.006	$	1.952	$	1.888	$	3.774		$	9.620		$	6.317		$	5.615

												Year			Year
	For the Quarter Ended											Ended			Ended
	Dec.		Mar.		Jun.		Sept.		Dec.			Dec.			Dec.
		2020		2021		2021		2021		2021			2021			2020
GAAP Diluted EPS	$	0.13	$	0.10	$	0.12	$	0.11	$	0.58		$	0.92		$	0.53
Acquisition-related expenses		0.01		0.02		0.01		0.02		0.01			0.05			0.07
Rebranding expenses		-		0.01		-		-		-			0.01			-
Reversal of tax valuation allowance		-		-		-		-		(0.34	)		(0.34	)		-
Non-taxable life insurance gain		-		-		-		-		-			-			(0.07	)
Gain on sale of building		-		-		-		-		-			-			(0.03	)
Change in tax legislation		-		-		-		-		-			-			(0.08	)
Severance		-		-		-		-		-			-			0.02
Non-GAAP Diluted EPS	$	0.14	$	0.13	$	0.13	$	0.13	$	0.25		$	0.64		$	0.44

Reconciliation of Net Income to Adjusted EBITDA, which includes earnings before interest (including amortization of deferred debt financing costs), taxes, depreciation and amortization, equity-based compensation, rebranding expenses, non-taxable life insurance gain, and acquisition-related expenses.


	For the Quarter Ended																		For the Year Ended
	Dec.			Dec.			Mar.			Jun.			Sept.			Dec.			Dec.			Dec.			Dec.
(in millions)		2019			2020			2021			2021			2021			2021			2021			2020			2019
Net Income	$	1.671		$	1.905		$	1.508		$	1.833		$	1.672		$	8.717		$	13.730		$	7.639		$	4.125
Taxes		0.862			1.600			0.440			0.712			0.488			(3.633	)		(1.993	)		3.022			2.164
Interest		0.056			0.065			0.036			0.161			0.112			0.100			0.409			0.274			0.346
Depreciation and amortization		0.846			0.733			0.854			0.831			0.766			0.721			3.172			3.309			3.268
Equity-based compensation expense		0.587			0.678			0.590			0.682			0.702			0.666			2.640			2.483			1.748
Non-taxable life insurance gain		-			(0.024	)		-			-			-			-			-			(0.987	)		-
Other		0.187			(0.022	)		0.297			(0.123	)		0.007			(0.058	)		0.123			(0.048	)		0.864
Adjusted EBITDA	$	4.209		$	4.935		$	3.725		$	4.096		$	3.747		$	6.513		$	18.081		$	15.692		$	12.515
Adjusted EBITDA Margin		4.2	%		4.9	%		3.8	%		4.4	%		4.1	%		5.8	%		4.6	%		4.3	%		3.2	%


John M. Laubacker		Investor Relations:
Chief Financial Officer		Deborah K. Pawlowski
Tel: (716) 887-7368		Kei Advisors LLC
		dpawlowski@keiadvisors.com
		Tel: (716) 843-3908

Balance Sheet Information (in millions except DSO)
Cash less Debt, Net	$	32.9	$	33.5	$	29.2	$	31.0	$	35.6
Working Capital	$	52.0	$	53.3	$	54.5	$	56.6	$	57.8
DSO		74		71		81		82		67