Welcome to the FTI Consulting First Quarter of 2019 Earnings Conference Call. All participants will be After today's presentation, there will be Please note this event is being recorded. I would now like to turn the conference over to Molly Hawkes, Vice President of Investor Relations. Please go ahead.
Good morning. Welcome to the FCI Consulting conference call to discuss the company's first quarter 2019 earnings results as reported this morning. Management will begin with formal remarks, after which they will take your questions. Before we begin, I would like to remind everyone that this conference call may include forward looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21 of the Securities Exchange Act of 1934. That involve risks and uncertainties.
Forward looking statements include statements concerning plans, objectives, goals, strategies, future events, future revenues, future results and performance, expectations, plans or intentions relating to financial performance, acquisitions, share repurchases, business trends, and other information or other matters that are not historical, including statements regarding estimates of our future financial results and other matters. For discussion of risks and other factors that may cause actual results or events to differ from those contemplated by forward looking statements, investors should review the Safe Harbor statement in the earnings press release issued this morning. A copy of which is available on our website at www.fticonsulting.com, as well as other disclosures under the heading of risk factors and forward looking information in our annual report on Form Ten K for the year ended December 31, 2018, and in our other filings with the SEC. Investors are cautioned not to place undue reliance on any forward looking statements, which speak only as of the date of this earnings call and will not be updated. During the call, we will discuss certain non GAAP financial measures such as total segment operating income, adjusted EBITDA, total adjusted segment EBITDA, adjusted earnings per diluted share, adjusted net income, adjusted EBITDA margin and free cash flow.
For a discussion of these and other non GAAP financial measures as well as our reconciliations of non GAAP financial measures to the most directly comparable GAAP measures, investors should review the press release and the accompanying financial tables that we issued this morning, which include the reconciliations. Lastly, there are two items that have been posted to the Investor Relations section of our website this morning for your reference. These include a quarterly earnings presentation, an Excel and PDF of our historical financial and operating data, which have been updated to include our first quarter of 2019 results. Of note, during today's prepared remarks, management will not speak directly to the quarterly earnings presentation posted to the Investor Relations section of our website. To ensure our disclosures are consistent, these slides provide the same details as they have historically and, as I said, are available on the Investor Relations section of our website.
With these formalities out of the way, I'm joined today by Steven Gumy, our President and Chief Executive Officer and Ajay Sabrawal, our Chief Financial Officer. At this time, I will turn the call over to our President and Chief Executive Officer, Steve Gumy.
Thank you, Molly. Good morning, thank you all for joining us today. I'm sure many of you saw in our press release this morning. This quarter was another record quarter. In fact, I think I have to call it a spectacular quarter.
Our revenues increased being organic. And that revenue growth translated into an unprecedented level of earnings for the company, with GAAP earnings per share of $1.64 and adjusted earnings per share of $1.63. Those are numbers. Maybe let me try to put those numbers in perspective. Our adjusted EPS of $1.63 for this quarter is essentially the same as the adjusted EPS we had for the full year of 2014, which of course is only less than 5 years ago.
So there are a lot of adjectives that one could say about this quarter and Molly drafted a bunch of them. I will spare you those. I'll let Ajay take you through the quarterly details shortly. Let me instead try to share a few perspectives on the quarter. And let me start and in this quarter, that was true as well.
We benefited from higher success fees, particularly large surge in cross border investigations in 2nd request jobs and a lower than expected tax rate. As I think most of you know, there always short term factors in this business. Short term factors that can cut one way or the other, and in this quarter, we had some benefits. So let me stress, as always, but let me stress especially this quarter, that one can never take one of our quarters and multiply it by 4. Having said that, I think it's also time for me to underscore that is of course not just those short term factors that have been driving performance, driving our performance from the now extended period of time that we've been demonstrating extraordinary performance.
As you will recall, in 2018, it marked the 4th consecutive year of growth for adjusted EPS, and the 6th consecutive growth of GAAP EPS. That's the level of consistency that was historically unprecedented in this company's history. And though I think, you know, I hate to talk about quarters, given how influenced they can be by short term factors. I believe it's worth noting now that we've now had seven quarters in a row of truly powerful results. 7 quarters, something that appears also to have never happened in this company's history.
So some of the success is short term driven. But I do believe that underneath those short term factors, this company is beginning to show the incredible power and strength. And potential of the company. And one can see that for the company as a whole, and you can see that in every segment and every region. For example, let's talk about Stratcom.
We've now been talking about the power and the strength of Stratcom for 4 years Now within those 4 years, you can find a couple of quarters where we didn't perform as strongly. There have been and will always be from the lips and trajectory But when you have 4 years of powerful growth, it adds up to a team having put a business in a fundamentally more powerful and different position. You can see those results in terms of the Stratcom's EBITDA, adjusted EBITDA in that quarter in this quarter is I believe more than double it was in the first quarter just 4 years ago. But of course, the EBITDA is simply the result. It's a manifestation.
It's a reflection of the fact that our team has built a fundamentally more powerful stronger business. People and public affairs and corporate reputation in crisis management as businesses bets and investments that have fundamentally changed our position. In the marketplace, both in the size and profile of the jobs we're winning, but also importantly, terms of the talent we've been able Similarly, if you look at Corp Fin, we've now been talking for a while that FTI has been growing despite no apparent boom in restructuring. And we've talked about some of the reasons why, because we've been able to support and attract great people, whether it's via the acquisition, like the CDG acquisition or great lateral hires in key industries like healthcare, retail, automotive, energy, or importantly via promotions of terrific people who've been with us for a while, people who are growing and developing into more powerful versions of themselves. Our CF teams are proving that we can build businesses around great people, whether there's a market boom or not, not that a market boom doesn't matter, but that through the volatility induced by key market booms and bus we action businesses has been spectacular, mostly because our teams have been focusing their energy in key areas where we have a right to win, a tracking great people, supporting and promoting people and building businesses behind those great people and doing that in multiple places around the world.
Similarly, if you look at FLC, we have now delivered year over year top line growth for 7 consecutive quarters. A while back, the team there took some hard nose actions in places we probably shouldn't have been playing. But more important than those harden those actions, at the same time, those teams were making aggressive investments investments behind businesses where and behind people where we firmly believe in the future. Places like core areas of historical strengths as FAS, data and analytics and construction solutions, as well as significant bets in emerging spaces, like export controls and sanctions in cyber. Those bets have broadened and deepened our capabilities and they've driven marketplace success.
And that success is continuing. The marketplace for big assignments and the marketplace for talent. Our econ teams, have driven initiatives that have allowed us to extend our leadership position across the world. Investments in senior professionals in London on the continent in Asia and Australia, all of which are bearing fruit, and we continue to aggressive, invest aggressively example, I suspect many of you have seen the recent notice where we added a team of great 8 green experts in South Africa. Last, but not least, in tech, you see the results of the major change efforts that our tech folks launched a couple of years ago, which halted a serious decline in that business and allowed this business to deliver a level of new wins this quarter, that I believe is unprecedented in the tech's business history.
So yes, I need to underscore today and always, that there are short term factors that will affect our results, and there were some this quarter that benefited us. And I need to warn you that at some point, I am sure I'll be standing in front of you saying, you know, the short term factors this quarter all cut against us and we're down. I am sure that will happen at some point. But to me, far more powerful than any short term factors is that the last 4 years are though, approving the power of this organization and our people. The incredible opportunity we have in the marketplace, the incredible demand for our leading professionals, and showing that when you have great people, when you're creating a winning enterprise, both demands and allows you to support those people, build businesses.
And by doing that, it creates incredible interest on the part of others to join that winning team. It is that business opportunity and the terrific set of human elements that go along with the ability to track people, support them, see them grow and develop and build businesses behind them that has me not only incredibly excited, incredibly motivated about where this company is and where we are going. With that, let me turn this over to Ajay to give you some details on the quarter. Ajay?
Thank you, Steve. Good morning, everybody. I will begin by summarizing and key cash flow and balance sheet items. The strong momentum we saw in 2018 continued into the first quarter, I am delighted to report double digit revenue growth year over year. That resulted in another record quarter for earnings.
Our first quarter performance reflects broad based strength with every one of our business segments delivering year over year revenue and adjusted segment EBITDA growth. We are delighted with these results, which exceeded our expectations. First quarter of 2019 revenues of $551,300,000 were up $53,500,000 or 10.7 percent compared to revenues of $497,800,000 in the prior year quarter. GAAP EPS compared to $1.04 in the prior year quarter. GAAP EPS included $2,100,000 of noncash interest expense related to our convertible notes, which decreased EPS by $0.04
and a
$2,100,000 tax gain related to the September 2018 sale of our ringtail software and related businesses, which increased EPS by $0.05. 1st quarter adjusted EPS of $1.63, which include which excludes the noncash interest expense and tax gain, was up compared to $1.04 in the prior year quarter. Net income of $62,600,000 compared to 38 $900,000 in the prior year quarter. The year over year increase was due to higher operating profits across all business segments, lower interest expense and a lower effective tax rate. SG and A of $113,200,000 was 20.5 percent of revenues.
This compares to SG And A of $112,100,000 or 22.5 percent of revenues in the first quarter of 2018, double digit revenue growth, gross margin expansion and relatively flat SG and A resulted in first quarter 2019 adjusted EBITDA of $96,100,000. An increase of 32.9 percent compared to $72,300,000 in the prior year quarter. Our adjusted EBITDA margin of 17.4 percent increased 290 basis points compared to 14.5 percent in the first quarter of 2018. Our first quarter 2019 effective tax rate of 24.1 percent was 4.1 percent lower than our tax rate of 28.2 percent in the first quarter of 2018. Our tax rate for the quarter was lower than expected due to the discrete tax benefit related to the sale of our ringtail business which reduced our tax rate by 2.5 percent.
During the first quarter, we identified a more favorable tax position for the ringtail transaction which allowed us to release We also had favorable discrete tax adjustments related to share based compensation during the quarter which reduced our tax rate by 1.3%. For the balance of 20.19, we continue to expect our effective tax rate to be between 27% 29%. Billable headcount at the end of the quarter increased by 275 professionals or 7.7% compared to the prior year quarter. The increase is due to growth across all business segments led by forensic and litigation consulting and corporate finance and restructuring. Sequentially, billable headcount increased by 108 professionals.
Again, with every business segment growing headcount. Now worth noting, even with a significant increase in headcount year over year, we maintained in play, primarily because of seasonality in the fourth quarter. Now I will share some insights at the segment level. In corporate finance and restructuring, revenues increased 12.6 percent to $161,000,000 compared to the prior year quarter. The increase in revenues was driven by double digit revenue growth in both our business transformation and transactions and restructuring businesses as well as higher success fees.
Adjusted segment EBITDA of $37,400,000 or 23.2 percent of segment revenues compared to $34,800,000 or 24.4 percent segment revenues in the prior year quarter. The year over year increase in adjusted segment EBITDA was due to higher revenues which was partially offset by higher compensation, primarily related to a 7.9% increase in billable headcount and higher SG and A expenses. Turning to forensic and litigation consulting, revenues increased 8.6 percent to $139,000,000 compared to the year quarter. The increase in revenues was primarily driven by higher demand for investigations and construction solution services. Which was partially offset by lower demand for our Health Solutions Services.
Adjusted segment EBITDA of $31,800,000 or 22.9 percent of segment revenues compared to $25,800,000 or 20.1 percent of segment revenues in the prior year quarter. The increase in adjusted segment EBITDA was due to higher revenues, which was partially offset by higher compensation, primarily related to an Our economic consulting segment reported revenues of $142,300,000, which was up 6.9% compared to the prior year quarter. The increase in revenues was primarily due to higher demand for antitrust services in EMEA, which was partially offset Adjusted segment EBITDA of $24,000,000 or 16.9 percent of segment revenues compared to $19,100,000 or 14.4 Center segment revenues in the prior year quarter. The increase in adjusted segment EBITDA was due to higher revenues coupled with a 6% improvement in utilization, which was partially offset by higher variable compensation costs. In technology, revenues increased 25.5 percent to $51,300,000 compared to the prior year quarter.
The increase in revenues was primarily due to higher demand for cross border investigations and M and A related second request services in North America and Asia Pacific. Worth noting, this growth was achieved even with the loss of licensing revenue following our ringtail divestiture in September of 2018. While our revenue in this business can be volatile, depending on the timing of large investigations and second request engagements, our success this quarter is in part because we have increased our addressable market by becoming more client centric versus relying exclusively on one software platform while concurrently expanding into new adjacencies and geographies. Adjusted segment EBITDA of 12.7 or 14% of segment revenues in the prior year quarter. Higher revenues and lower SG and A expenses, primarily due to a decline in R and D expense related to our ringtail divestiture.
Which was, which was partially offset by an increase in costs from as needed contractors. Strategic communications revenues increased 9.3 percent to $57,700,000 compared to the prior year quarter. The increase in revenues was primarily due to an increase in project based revenues in North America and EMEA, mostly related to corporate Reputation Services and a $2,000,000 increase in pass through revenues. Adjusted segment EBITDA of $11,500,000 or 20 percent of segment revenues compared to $9,900,000 or 18.7 percent of segment revenues in the prior year quarter. The increase in adjusted segment EBITDA was due to higher revenues which was partially offset by an increase in compensation and pass through expenses.
Let me now discuss a few cash flow and balance sheet items. Net cash used in operating activities at the end of the first quarter of $102,100,000 was up compared to $69,200,000 in the prior year quarter. The year over year increase in cash used in operating activities was due to higher annual bonus payments for our record year in 2018 and an increase in salaries related to headcount growth, which was partially offset by an increase in cash collected resulting from higher revenues. To repurchase 327,978 shares of our common stock at an average price of approximately $150,700,000 remained available for stock repurchases under our $400,000,000 stock repurchase authorization. Total debt net of cash of $137,000,000 at March 31, 2019, compared to $293,000,000 at March 31, 2018, and $4,200,000 at December 31, 2018.
The year over year decline in total debt, net of cash, of $156,000,000 was mostly from using the free cash flow generated Turning to our guidance. We are raising our previous full year 2019 EPS guidance range of between $3.33 $3.83 by $0.05 per share to between $3.38 $3.88 to reflect the first quarter of 2019 tax gain related to the ringtail divestiture. After a strong first quarter, We are confident in our 2019 guidance ranges for revenues of between $2,000,000,000 2,100,000,000 EPS of between $3.38 $3.88 and adjusted EPS of between $3.50 $4. In fact, we now expect and adjusted EPS guidance ranges for full year and adjusted EPS guidance for full year 2019 includes estimated non cash interest expense of approximately $0.17 per share related to the company's 2023 convertible notes and $0.05 per share first quarter 2019 tax gain from our ringtail divestiture. With a few more months of results in the year behind us, we will consider providing range bound guidance at our next earnings call.
Our guidance is informed by the following factors as history has shown us we can small shifts in revenues have a much larger impact, positively or negatively on EPS. An expectation that our intake of and success rate in winning business may moderate. We are a big current large engagements and the start of new large engagements may result in large engagements not being immediately replaced. And a slower expected pace of work in the summer and in fourth quarter, particularly after a strong start to 2019, as our colleagues take time off for summer vacations and the year end holidays. Before I close, I want to reiterate a few key themes that underscore the earnings potential of our business.
We are seen by our clients as a stable robust platform to do large international work and our practitioners are winning new work globally. We are constantly creating new capacity in the right places by attracting top quality talent. Our leadership team is focused on growth with strong staff utilization and success with both has resulted in sharply higher revenues and adjusted EBITDA. Our business generates excellent free cash flow. And we have demonstrated our ability to boost shareholder value through share buybacks, debt reduction, organic growth and acquisitions.
With that, let's open the call up for your
Thank you. Session. And our first question will come from Timothy McHugh of William Blair.
Thanks. Just want to start with, you're talking about within the corporate finance and restructuring business. The strength isn't just restructuring. I guess, I think periodically you've given us some numbers. Can you help us sink our teeth into how much of the growth there is coming from kind of the operational transformation or operational improvement part of the business versus traditional restructuring at this point?
So let me just say qualitatively and then I'll let Ajay share whatever numbers we can. Look, we are excited about what our teams are driving in both sides of that business and not just in the states around the world. And we have terrific things going on. Lots of places in that business. So it's not just one thing that has us excited.
It's a breadth of initiatives. I don't know if we share numbers.
I will. So we are now roughly, Tim, half and half. And, it's a really exciting to see in some quarters, one is ahead and some other quarters, the other is the restructuring, but it's great to see. We've achieved half and half.
Okay. And you also mentioned, I think, success fees abnormally or higher than normal this quarter? Was it, I guess, any sense of the magnitude? How far outside the norm?
Absolutely. I'll give you. Typically, we go, I've seen as low as 2 a quarter. I've seen as high as 15 a quarter. The average is somewhere between around the $7,000,000 range.
This quarter, we were around $9,000,000. So it's a little bit higher, but, not egregiously so.
Right. Okay. And then, you touched on EMEA. I know you talked about economics was strong in EMEA But just broadly, if I'm running my numbers right, it looks like EMEA was up like 25% for you and probably even higher on a constant currency basis. So Can you elaborate or talk a little more about the strength you're seeing there?
I know it's also been a big source of hiring. Just what businesses besides maybe economic antitrust were, are you seeing the biggest success with in EMEA?
Yes, look, Tim, I think this is a multi year change effort that is now persisting. And we have now I mean at one point, I think our EMEA business maybe a decade ago was essentially a Stratcom business. At this point, we have multiple strong businesses, all of which that are succeeding and growing, whether it's CF, which we were probably a decade ago, number 4 in London. And I think we now consider ourselves the leading practitioners in London and our FLC business, which at one point wasn't very strong, has strengthened dramatically. Our econ business is strong and is and our Stratcom business.
And the strength particularly grew in the UK, but we've now managed to extend a fair amount of strength to the continent. We have a terrific Brussels office with our Stratcom business. Our ecom business is not just a UK business. So, what we have are, I think we now have just a leadership team across those businesses that are and I'm sorry, and I missed that the tech business, which is tech and data analytics business, which is also growing. So, think we have leadership teams across those businesses and then, coordinated by Kevin Uwe, who leads our our European business, but you just have a set of leaders in each of those businesses who are leaning forward and finding opportunity.
I think you're right. One thing that has changed over the last 3, 4, 5 years is with this success, at one point, we didn't have a brand in Europe. At this point, we have a brand in Europe, and we've becoming, I think, the default place for really talented people at other companies who are finding dislocations in their companies who are unhappy. And so we've been able to not only grow terrific talent, but we're attracting talent laterally at an unprecedented pace. I think it's a breadth, there's a broad swath of set of things that are going.
It has been going on now for several years, but continued for sure in this quarter. Does that help?
Yes, that's helpful. I guess one follow-up just or somewhat different question is, seems like obviously you've increased your hiring activity here. It's broadly a tight labor market. Not just in EMEA, but more broadly. What are you seeing in terms of cost to acquire talent in terms of wage inflation and signing bonuses?
I guess the overall kind of picture for this, your workforce here?
Look, let me, I don't know if we comment on specific levels of client timing, bonuses. I'll let Ajay decide what we do there, but let me confirm. It's always in professional services. Once you have some strategy elements in place, the biggest thing you think about is supporting great talent and acquiring great and developing great talent. And so that is the thing we focus a huge amount of time on.
We have been benefited by, some dislocations and competitors in different places around the world. And where that happens, you get fabulous senior people, which is often hard to do. And we've been actually having real success in that, which I don't think is a denial of your point about tight labor markets. I think it's just circumstances in certain markets like South Africa and other places that have created the ability to attract fabulous talent I will say we are behind in recruiting, at the junior levels below that talent. If you look at the headcount, our our SMB count is up even higher than our junior staff.
And that's not a sustainable thing. You got to keep your leverage is up. Whether that's because of the phenomenon that you're describing or whether it's simply that when people are so busy on, large jobs, they don't, they delay recruiting and stuff like that. I'm not sure, but we're really focused on that and closing that gap. Does that help, Tim?
Yes, that's helpful.
Our next question will come from Mark Riddick of Sidoti.
I wanted to touch a little bit on the, the SG and A I think one of the things that was sort of interesting to me is that the leverage that you were able to achieve during the quarter. And I just wanted to see if you could sort of delve into a little bit on that given the fact that pretty much matched last year's level and maybe some of the efforts that went into just keeping the SG and A level down at a time where you're increasing headcount and you have some going on. I was wondering if you could just maybe delve into a little bit as far as cost control efforts or some of the things that are benefiting you there.
I will do, Mark. So first, there's a specific item. We, sold our ringtail R and D business in September of last year. So you're comparing Q1 of 2018 to Q1 of 2019. In Q1 of 2018, you had the staff that were involved in R&D, which a lot of that went into SG And A.
So there's not a like for like comparison. So that is SG and A is relatively flat. We have increased head non billable headcount, but net non billable headcount is down because of the and D staff. So that, that's a specific item. That being said, there's no question that the business should lend itself to scale economies.
There is I don't want to overdo the cost control bit, but revenue growth should outpace SG and A growth. I mean, that, that is one of those, you know, home lease that we will try and follow. Right, right.
And then it certainly seems as though it's from a global regional standpoint, things are performing well. But I just wanted to see if there was any commentary that you might have from what you're seeing over in the UK? And if there's if not a business disruption concern from Brexit, wondering if that could be creating some opportunities for you either in gaining new business or maybe future acquisition opportunities there?
Mark, look, in terms of the impact on our business, I got to tell you, there has been more time wasted on that question within my firm without a definitive result, then perhaps anything other than the amount of time the commentators are wasting, trying to predict how Brexit will end. I mean, it's like nobody seems to know. Nobody seems to know what's going to actually happen in Brexit. And when you try to figure out, is it specifically helping us or hurting us on this business? You have long conversations you ultimately say you don't know.
So on that, I think we've all agreed that we're focused on life after Brexit no matter how it's going to happen. We have great business in the UK. We have a increasingly strong business on the continent. Post Brexit, the UK will still exist. The continent will still exist.
The need for our services will still exist, and we're focused on growing that. And whether Brexit has a positive or negative boom, in any given quarter or 2 weeks before they finally decide, I don't know. And I think we're just not focused on it anymore. In terms of, other effects, the only other effects I'd say is there's some disruption in certain competitors in different markets. And that's a big deal for us because particularly with our strength of our brand, we now become, in many people's mind, the number one place to go, if mean, great people generally don't jump from place to place.
I mean, if you have great people, you got your team in one place. It's hard to have great people at the senior level move. And usually when that happens, it's either personal issues or it's because there's a disruption in a firm. And so when there are disruptions in firm, it creates movement of great people and we've been benefiting from that. Does that help, Mark?
Yes, yes, it does. And then the last one for me, I was just wondering if you could give a bit of an update given the headcount growth, I'm wondering where you stand on maybe some real estate needs, office space, things like that that we might be looking at in in the coming quarters? Thanks.
So that lends itself well to your prior question on SG and A. There could be discrete investments that you make and it could be in real estate, it could be in infrastructure, IT infrastructure, etcetera. And we must constantly look to upgrade and take advantage without just worrying about 1 quarter. So and we have been doing that. We have been doing that consistent with the revenue growth and the building of the company.
But I will say that as our SG and A has gone down, I don't know the exact I haven't done the math for this quarter, but when you look at the SG and A haven't gone down over the last few years, Mark to your very perceptive question. One of the reasons has been we've filled in our real estate many places, and that helps drive down your costs. And eventually, you don't have people sitting on each other's laps. And so then you have to make investment. So I think that that's what you're driving at.
I think that's a fair point.
Okay, great. Thank you very much.
Thank you.
And the next question comes from Tobey Sommer of SunTrust.
Thank you. I wanted to start by asking about the new lines of business that you've developed and nurtured over the last several years. I'm trying to get a sense for the size of those. I kind of have in mind Public Affairs cyber, the non bankruptcy Corp Fin Areas, etcetera. Could you size them either in revenue headcount profit kind of whatever metrics you're willing to give us so that we can understand sort of the value you've created by building those businesses over the last couple of years?
Let me take a qualitative answer. I think, I don't know the numbers, and I'm not sure. And I think Ology's net in nodding the that's not the sort of numbers that we released. But I will say, Tobey, you're driving at the right point, which is they are material. They are material in every business.
I mean, essentially, how have we started to get this business to grow? Organic a, behind investing behind historical growth business and not being stupid and continuing to invest. Solutions and data analytics. But a lot of this has been around finding extensions, whether it's geographical extensions. So we were actually quite strong in public affairs in the United States.
We've invested significantly behind that. But we were, although we were stronger in Stratcom, some parts of Stratcom in Europe, we weren't as strong in public affairs. We made a conscious decision to invest in our Brussels office. I think we've tripled the Brussels office over this period or 2.5 times, and that's material. And we've also extended into public affairs in the UK and other places around the world.
So any given year, it doesn't seem like that, you go over 3 or 4 years. That becomes a material driver of the growth. The Corp Fin business, some parts of our Corp Fin, non restructuring businesses, in some places around the world, we're losing us money. A few years ago. They're not.
They're not. And more importantly, they're also growing rapidly and we're attracting talent and so forth. So it's a material part of our corporate VIN business. And it's not just one business. I mean, we call it the business transformation services and transaction services, but we've got different sub businesses in there, whether it's carve outs or OCFO or transaction services or turnaround or performance improvement, And we've got growth in all of those and leaders who have ambitions to grow.
And then if you have leaders who are ambitious to grow, they can grow 10%, 15%, 20%, 25% year in, year out. And then in a few years, you've doubled businesses. And so, and then you redouble those businesses if you can continue to do it. And so there's been geographical extension of businesses that have been strong. It's been extensions into adjacencies that make sense.
I mean, we're not going into build Tesla cars. Right? I mean, nobody's going to think about buying an electric car from us. But all of these businesses are businesses that we have a right to be in that many of them we've been sort of playing in, but we decided to commit to once we figured out we have the talent to bet behind. And this those things are, cumulatively, are overwhelmingly the basis for the change of organic growth rates that we've seen versus 5 years ago.
Some of it is a continuation of growth in some underlying businesses that we're growing. Does that with Ajay kicking me and saying don't give more specific numbers, does that at least give you a qualitative sense and help?
It does. Thank you.
Do these areas that you've invested in and grown organically? Do they have different leverage profiles or optimal utilizations than the legacy businesses?
They do. Look, a lot of our businesses have different leverage profiles. We have businesses within corp fin that corp fin itself that probably have an optimal leverage ratio. Some of them have optimal leverage of 3 to 1, and some of them have optimal leverage ratios of 24 to 1. So that's pretty big difference.
And we don't have any businesses that are optimal leverage issues of 2.50 to 1, which I know some defense contractor businesses look like that. But from my background, the difference between 3.24 a pretty big number. And so, yes, we have to manage our businesses differently. And then, yes, billing rates, realization rates, They all have the ability to drive profit, but the actual mechanisms by which you drive profit If you have a 3 to 1 leverage ratio, typically the senior most people are more highly utilized, the revenue per professional is higher, but the profit per SMD isn't necessarily higher than the 24 to 1 leverage ratio. So the specific economics are slightly different.
Utilization rates can vary, but not as much as the difference between a 24 to 1 leverage ratio and a 3 to 1 leverage ratio. Does that help?
It does, but are they so do they have higher leverage profiles and even leverage profiles in the legacy business or are they similar. I understand they're going to be different business to build.
No, no,
no, no, I don't know whether I don't know that the new ones systematically cut one way or another. Some of them looks like our current business, some of them are higher, some of them are lower. So for example, if you see in our hedge account over the last year, we've grown SMDs faster than junior staff. That's not because of a mix or a conscious thing. It's because we're behind on hiring our junior staff.
Okay. So we haven't made a fundamentally, but I can't tell you that they're exactly the same. But does that help a little bit?
It does. If I could ask one last question, Ajay, and I'll get back in the queue. With respect to your guidance, what do you assume for success fees, having heard you make the comment about the 1 quarter performance fees being a little bit higher. And when you look at the current book of business, what you're working on today, are they the sort of projects that lend themselves to perhaps higher success fees and historic norms? Thanks.
Around $30,000,000 a year and I wouldn't say the current projects are far more or far less.
Thanks for your help.
Thanks, Toby.
And this concludes our question and answer session. I would like to turn the conference back over to management for any closing remarks.
Thank you again for your time and attention. We are obviously excited about the quarter. I think more fundamentally we're just excited about what our teams are building here. So thank you for being part of this journey.
The conference is now concluded. Thank you for attending today's presentation.