PR Newswire | Oct 25, 2021 04:02PM EDT

10/25 15:01 CDT

Heidrick & Struggles Delivers Third Consecutive Quarter of Record ResultsQ3 Net Revenue of $264 Million Climbs 84% Year over Year and Beats Record Q2 LevelsNine-Month Net Revenue of $717 Million Surpasses Annual Historic Record Net RevenueNet Income Grows to $24 Million and Diluted EPS Grows to $1.21 in the Third QuarterCompany Provides Outlook that Guides to Record Q4 Levels CHICAGO, Oct. 25, 2021

CHICAGO, Oct. 25, 2021 /PRNewswire/ -- Heidrick & Struggles International, Inc. (Nasdaq: HSII) ("Heidrick & Struggles" or the "Company"), today announced financial results for its third quarter ended September 30, 2021.

Third Quarter Highlights:

* Record net revenue (revenue before reimbursements) of $263.8 million increased 83.8% from the 2020 third quarter. * Record operating income was $33.3 million, and operating income margin expanded to 12.6% in the quarter. * Adjusted EBITDA of $36.1 million more than doubled from $15.9 million in the 2020 third quarter, and adjusted EBITDA margin increased 265 basis points to 13.7%. * Net income and diluted earnings per share grew to $24.5 million and $1.21, respectively.

"Our strong third quarter and year-to-date results demonstrate the growing market demand for our powerful combination of Executive Search, On-Demand Talent, and Consulting businesses," stated Heidrick & Struggles' President and Chief Executive Officer, Krishnan Rajagopalan. "Our team's remarkable agility to adapt to market changes is evident as we continue to grow our accounts, deepen our client relationships, and differentiate ourselves in the marketplace."

Mr. Rajagopalan continued, "Strategically, we continue to make significant transformational progress as we invest in innovative, tech-driven offerings to address the future needs of our clients, while driving growth and shareholder value. To this end, we are very excited about our new partnership with Eightfold AI and are equally pleased to welcome Meg Bear, Chief Product Officer of SAP SuccessFactors, to our Board of Directors. Her experience and perspective will be invaluable as we continue to focus on leveraging technology to drive our digital journey."

2021 Third Quarter Results

Record consolidated net revenue of $263.8 million grew by $120.3 million, or 83.8%, compared to net revenue of $143.5 million in the 2020 third quarter. Excluding the impact of exchange rate fluctuations, which positively impacted year over year results by $2.3 million, or 1.6%, consolidated net revenue increased $118.0 million, or 82.2%. Net revenue growth was driven by all regions in Executive Search, and by Heidrick Consulting, and On-Demand Talent.

Executive Search net revenue of $221.6 million increased by $92.4 million, or 71.5%, compared to net revenue of $129.2 million in the 2020 third quarter. Excluding the impact of exchange rate fluctuations, which positively impacted year over year results by $2.0 million, or 1.5%, net revenue increased $90.4 million, or 70.0%. Net revenue increased 86.2% in the Americas (85.6% on a constant currency basis), 47.7% in Europe (43.4% on a constant currency basis), and 47.7% in Asia Pacific (46.1% on a constant currency basis). All industry practices exhibited growth over the prior year.

The Company had 368 Executive Search consultants at September 30, 2021, compared to 362 at September 30, 2020. Productivity, as measured by annualized Executive Search net revenue per consultant, was $2.4 million compared to $1.4 million in the 2020 third quarter. Average revenue per executive search was approximately $134,000 compared to $111,000 a year earlier. The number of confirmed searches reached a near record, increasing 42.0% compared to the year-ago period.

Heidrick Consulting net revenue of $17.9 million increased by $3.6 million, or 25.1%, compared to net revenue of $14.3 million in the 2020 third quarter. Excluding the impact of exchange rate fluctuations, which positively impacted year over year results by $0.3 million, or 2.2%, Heidrick Consulting net revenue increased $3.3 million, or 23.0%. The Company had 66 Heidrick Consulting consultants at September 30, 2021, compared to 63 at September 30, 2020.

On-Demand Talent, a new business segment, generated net revenue of $24.3 million, which exceeded the Company's expectations.

Consolidated salaries and benefits were $185.9 million compared to $103.9 million in the 2020 third quarter. Year over year, fixed compensation expense increased $5.0 million due to increases in base salaries and payroll taxes, and retirement and benefits, partially offset by decreases in the deferred compensation plan, and stock compensation. Variable compensation increased $77.0 million year over year due to an increase in production. Salaries and benefits expense was 70.5% of net revenue for the quarter, compared to 72.4% in the 2020 third quarter.

General and administrative expenses were $29.2 million compared to $28.9 million in the 2020 third quarter due to costs associated with information technology, intangible amortization and earnout accretion associated with the On-Demand Talent acquisition, and business travel expense. As a percentage of net revenue, general and administrative expenses were 11.1% compared to 20.1% in the 2020 third quarter.

The Company's cost of services expense category was $18.7 million, compared to $0.9 million in the 2020 third quarter, primarily due to the acquisition of On-Demand Talent and an increase in the volume of consulting engagements.

The Company recorded a restructuring credit of $3.3 million in the 2021 third quarter primarily related to the timing of settlements from office closures associated with the Company's real estate strategy. In the 2020 third quarter, the Company recorded a restructuring charge of $48.1 million related to strategic actions to optimize future growth and profitability. Including the credit or charge in each period, operating income was $33.3 million in the quarter, compared to an operating loss of $38.2 million in the 2020 third quarter. Operating margin was 12.6% in the quarter, compared to (26.6)% in the 2020 third quarter. Excluding the restructuring credit or charge in each period, adjusted operating income in the quarter was $30.1 million, compared to $9.9 million in the 2020 third quarter. Adjusted operating margin was 11.4%, compared to 6.9% in the 2020 third quarter.

Adjusted EBITDA in the 2021 third quarter was $36.1 million, compared to $15.9 million in the 2020 third quarter. Adjusted EBITDA margin was 13.7%, compared to 11.0% in the prior year quarter.

Net income in the 2021 third quarter was $24.5 million and diluted earnings per share was $1.21, with an effective tax rate of 27.0%. This compares to net loss of $26.2 million and diluted loss per share of $1.35, with an effective tax rate of 28.5%, in last year's third quarter. Excluding the previously mentioned restructuring credits or charges in all periods, adjusted net income was $22.4 million, compared to $7.7 million in the 2020 third quarter. Adjusted diluted earnings per share was $1.11, compared to $0.39 for the year ago period.

Net cash provided by operating activities was $117.1 million in the 2021 third quarter, compared to $51.9 million in the 2020 third quarter. Cash, cash equivalents and marketable securities at September 30, 2021 was $348.3 million, compared to $336.5 million at December 31, 2020, and $237.6 million at September 30, 2020. The Company's cash position typically builds throughout the year as employee bonuses are accrued, mostly to be paid out in the first quarter.

2021 Nine Months Results

For the nine months ended September 30, 2021, record consolidated net revenue was $717.5 million, compared to $460.6 million in the first nine months of 2020. Excluding the impact of exchange rate fluctuations, which positively impacted results by 3.1%, or $14.3 million, consolidated net revenue increased 52.7% or $242.6 million.

Executive Search net revenue in the first nine months of 2021 increased 49.3%, or $206.5 million, to $625.4 million, from $418.9 million in the first nine months of 2020. Excluding the impact of exchange rate fluctuations, which positively impacted results by 3.1%, or $12.9 million, net revenue increased $193.6 million, or 46.2%. Net revenue increased 55.7% in the Americas (55.4% on a constant currency basis), 36.0% in Europe (26.8% on a constant currency basis), and 41.8% in Asia Pacific (35.7% on a constant currency basis). All practice groups exhibited growth over the prior year period. Productivity was $2.3 million for the first nine months of 2021, compared to $1.4 million in the first nine months of 2020. The average revenue per executive search was $127,000 in the first nine months of 2021, compared to $122,000 the same period in 2020, while confirmations increased 44.3%.

Heidrick Consulting net revenue in the first nine months of 2021 increased 17.4%, or $7.3 million, to $49.1 million from $41.8 million in the first nine months of 2020. Excluding the impact of exchange rate fluctuations, which positively impacted results by 3.3%, or $1.4 million, Heidrick Consulting revenue increased 14.2%, or $5.9 million.

On-Demand Talent, acquired on April 1, 2021, had year-to-date net revenue of $43.0 million.

Including restructuring charges of $3.8 million and $48.1 million, respectively, in the 2021 and 2020 year-to-date periods, and the non-cash impairment charge of $33.0 million recorded in the 2020 year-to-date period, operating income for the first nine months of 2021 was $81.7 million compared to an operating loss of $44.1 million in the same period of 2020. The operating margin was 11.4% in the first nine months of 2021 compared to (9.6)% in the first nine months of 2020. Excluding the restructuring charges and non-cash impairment charge, adjusted operating income for the first nine months of 2021 was $85.4 million compared to $37.0 million, and the adjusted operating margin was 11.9% compared to 8.0%.

Adjusted EBITDA for the first nine months of 2021 was $102.6 million and adjusted EBITDA margin was 14.3%, compared to adjusted EBITDA of $51.9 million and adjusted EBITDA margin of 11.3% for the same period in 2020.

Net income for the first nine months of 2021 was $60.1 million and diluted earnings per share was $2.97, with an effective tax rate of 31.8%. This compares to a net loss of $43.2 million and diluted loss per share of $2.24 in the first nine months of 2020, with an effective tax rate of 0.5%. Excluding the restructuring charges recorded in both the 2021 and 2020 nine-month periods and the non-cash impairment charge recorded in the 2020 second quarter, adjusted net income was $62.7 million with adjusted diluted earnings per share of $3.10, compared to $23.6 million and $1.19, respectively, in the prior year. The adjusted effective tax rate was 31.7% in 2021 compared to 37.3% in 2020.

Dividend

The Board of Directors declared a 2021 fourth quarter cash dividend of $0.15 per share payable on November 19, 2021, to shareholders of record at the close of business on November 5, 2021.

2021 Fourth Quarter Outlook

The Company expects 2021 fourth quarter consolidated net revenue of between $255 million and $265 million, while acknowledging that the continued fluidity of the COVID-19 pandemic may impact quarterly results. In addition, this outlook is based on the average currency rates in September 2021 and reflects, among other factors, management's assumptions for the anticipated volume of new Executive Search confirmations, Heidrick Consulting assignments, On-Demand Talent projects and the current backlog, consultant productivity, consultant retention, and the seasonality of its business.

Quarterly Webcast and Conference Call

Heidrick & Struggles will host a conference call to review its 2021 third quarter and nine month results today, October 25, at 5:00 pm Eastern Time. Participants may access the Company's call and supporting slides through its website at www.heidrick.com or by dialing (866) 211-4120, conference ID# 2849047. For those unable to participate on the live call, a webcast and copy of the slides will be archived at www.heidrick.com and available for up to 30 days following the investor call.

About Heidrick & Struggles International, Inc.

Heidrick & Struggles (Nasdaq: HSII) is a premier provider of global leadership advisory and on-demand talent solutions, serving the senior-level talent and consulting needs of the world's top organizations. In our role as trusted leadership advisors, we partner with our clients to develop future-ready leaders and organizations, bringing together our services and offerings in executive search, diversity and inclusion, leadership assessment and development, organization and team acceleration, culture shaping and on-demand, independent talent solutions. Heidrick & Struggles pioneered the profession of executive search more than 65 years ago. Today, the firm provides integrated talent and human capital solutions to help our clients change the world, one leadership team at a time.(r) www.heidrick.com

Non-GAAP Financial Measures

To supplement the financial results presented in accordance with generally accepted accounting principles in the United States ("GAAP"), Heidrick & Struggles presents certain non-GAAP financial measures. A "non-GAAP financial measure" is defined as a numerical measure of a company's financial performance that excludes or includes amounts different than the most directly comparable measure calculated and presented in accordance with GAAP in the statements of comprehensive income, balance sheets or statements of cash flow of the Company. Pursuant to the requirements of Regulation G, this earnings release contains the most directly comparable GAAP financial measure to the non-GAAP financial measure.

The non-GAAP financial measures used within this earnings release are adjusted operating income, adjusted operating income margin, adjusted net income, adjusted basic and diluted earnings per share, adjusted effective tax rate, adjusted EBITDA, adjusted EBITDA margin and impacts of foreign currency on current period results using prior period translation rates. These measures are presented because management uses this information to monitor and evaluate financial results and trends. Management believes this information is also useful for investors. Reconciliations of these non-GAAP financial measures with the most directly comparable measures calculated and presented in accordance with GAAP are provided as schedules attached to this release.

Adjusted operating income reflects the exclusion of restructuring charges and goodwill impairment.

Adjusted operating income margin refers to adjusted operating income as a percentage of net revenue in the same period.

Adjusted net income and adjusted diluted earnings per share reflect the exclusion of restructuring charges and goodwill impairment, net of tax.

Adjusted effective tax rate reflects the exclusion of restructuring charges and goodwill impairment, net of tax.

Adjusted EBITDA refers to earnings before interest, taxes, depreciation, intangible amortization, equity-settled stock compensation expense, earnout accretion, contingent compensation related to acquisitions, restructuring charges, goodwill impairment and other non-operating income (expense).

Adjusted EBITDA margin refers to adjusted EBITDA as a percentage of net revenue in the same period.

The Company evaluates its results of operations on both an as reported and a constant currency basis. The constant currency presentation is a non-GAAP financial measure, which excludes the impact of fluctuations in foreign currency exchange rates. The Company believes providing constant currency information provides valuable supplemental information regarding its results of operations, consistent with how it evaluates its performance. The Company calculates constant currency percentages by converting its financial results in a local currency for a period using the average exchange rate for the prior period to which it is comparing. This calculation may differ from similarly-titled measures used by other companies.

Safe Harbor Statement

This press release contains forward-looking statements. The forward-looking statements are based on current expectations, estimates, forecasts and projections about the industry in which we operate and management's beliefs and assumptions. Forward-looking statements may be identified by the use of words such as "expects," "anticipates," "intends," "plans," "believes," "seeks," "estimates," "projects," "forecasts," and similar expressions. Forward-looking statements are not guarantees of future performance and involve certain known and unknown risks, uncertainties and assumptions that are difficult to predict. Actual outcomes and results may differ materially from what is expressed, forecasted or implied in the forward-looking statements. Factors that may affect the outcome of the forward-looking statements include, among other things, the impacts, direct and indirect, of the COVID-19 pandemic (including the emergence of variant strains) on our business, our consultants and employees, and the overall economy; leadership changes, our ability to attract, integrate, develop, manage and retain qualified consultants and senior leaders; our ability to prevent our consultants from taking our clients with them to another firm; our ability to maintain our professional reputation and brand name; the fact that our net revenue may be affected by adverse economic conditions; our clients' ability to restrict us from recruiting their employees; the aggressive competition we face; our heavy reliance on information management systems; the fact that we face the risk of liability in the services we perform; the fact that data security, data privacy and data protection laws and other evolving regulations and cross-border data transfer restrictions may limit the use of our services and adversely affect our business; social, political, regulatory and legal risks in markets where we operate; any challenges to the classification of our on-demand talent as independent contractors; the impact of foreign currency exchange rate fluctuations; the fact that we may not be able to align our cost structure with net revenue; unfavorable tax law changes and tax authority rulings; our ability to realize our tax losses; the timing of the establishment or reversal of valuation allowance on deferred tax assets; any impairment of our goodwill, other intangible assets and other long-lived assets; our ability to execute and integrate future acquisitions; the fact that we have anti-takeover provisions that make an acquisition of us difficult and expensive; our ability to access additional credit; and the increased cybersecurity requirements, vulnerabilities, threats and more sophisticated and targeted cyber-related attacks that could pose a risk to our systems, networks, solutions, services and data. For more information on the factors that could affect the outcome of forward-looking statements, refer to our Annual Report on Form 10-K for the year ended December 31, 2020, under the heading "Risk Factors" in Item 1A, as updated in Part II of our subsequent quarterly reports on Form 10-Q and other filings with the Securities and Exchange Commission. We caution the reader that the list of factors may not be exhaustive. We undertake no obligation to update publicly any forward-looking statements, whether as a result of new information, future events or otherwise.

Contacts:

Investors & Analysts:Wendy Webb, Investor Relations wwebb@heidrick.com

Media:Nina Chang - Vice President, Corporate Communications nchang@heidrick.com

Heidrick & Struggles International, Inc.

Consolidated Statements of Comprehensive Income (Loss)

(In thousands, except per share amounts)

(Unaudited)

Three Months Ended

September 30,

2021 2020 $ Change % Change

Revenue

Revenue before reimbursements (net revenue) $ 263,825 $ 143,544 $ 120,281 83.8 %

Reimbursements 1,490 957 533 55.7 %

Total revenue 265,315 144,501 120,814 83.6 %

Operating expenses

Salaries and benefits 185,904 103,893 82,011 78.9 %

General and administrative expenses 29,155 28,899 256 0.9 %

Cost of services 18,686 870 17,816 NM

Restructuring charges (3,262) 48,115 (51,377) (106.8) %

Reimbursed expenses 1,490 957 533 55.7 %

Total operating expenses 231,973 182,734 49,239 26.9 %

Operating income (loss) 33,342 (38,233) 71,575 (187.2) %

Non-operating income (expense)

Interest, net 90 (180)

Other, net 145 1,819

Net non-operating income 235 1,639

Income (loss) before income taxes 33,577 (36,594)

Provision for (benefit from) income taxes 9,079 (10,416)

Net income (loss) 24,498 (26,178)

Other comprehensive income (loss), net of tax (661) 850

Comprehensive income (loss) $ 23,837 $ (25,328)

Weighted-average common shares outstanding

Basic 19,569 19,351

Diluted 20,240 19,351

Earnings (loss) per common share

Basic $ 1.25 $ (1.35)

Diluted $ 1.21 $ (1.35)

Salaries and benefits as a % of net revenue 70.5 % 72.4 %

General and administrative expenses as a % of net revenue 11.1 % 20.1 %

Cost of services as a % of net revenue 7.1 % 0.6 %

Operating margin 12.6 % (26.6) %

Heidrick & Struggles International, Inc. Segment Information (In thousands) (Unaudited)



Three Months Ended September 30,

2021 2020 $ Change % Change 2021 2020 Margin^1Margin^1

Revenue

Executive Search

Americas $148,844$79,947 $68,897 86.2 %

Europe 42,676 28,902 13,774 47.7 %

Asia Pacific 30,126 20,394 9,732 47.7 %

Total Executive Search 221,646 129,243 92,403 71.5 %

On-Demand Talent 24,287 - 24,287 NM

Heidrick Consulting 17,892 14,301 3,591 25.1 %

Revenue before reimbursements (net revenue)263,825 143,544 120,281 83.8 %

Reimbursements 1,490 957 533 55.7 %

Total revenue $265,315$144,501 $120,81483.6 %





Operating income (loss)

Executive Search

Americas^2 $38,972 $(7,934) $46,906 (591.2)%26.2 %(9.9) %

Europe^3 4,795 (6,856) 11,651 169.9 %11.2 %(23.7)%

Asia Pacific^4 4,712 (1,726) 6,438 373.0 %15.6 %(8.5) %

Total Executive Search 48,479 (16,516) 64,995 (393.5)%21.9 %(12.8)%

On-Demand Talent 881 - 881 NM 3.6 %- %

Heidrick Consulting^5 (2,556) (9,286) 6,730 72.5 %(14.3)%(64.9)%

Total segments 46,804 (25,802) 72,606 281.4 %17.7 %(18.0)%

Global Operations Support^6 (13,462) (12,431) (1,031) (8.3) %(5.1) %(8.7) %

Total operating income (loss) $33,342 $(38,233)$71,575 187.2 %12.6 %(26.6)%

^1 Margin based on revenue before reimbursements (net revenue).

^2 Includes a restructuring reversal of $2.9 million for the three months endedSeptember 30, 2021 and restructuring charges of $27.6 million for the threemonths ended September 30, 2020.

^3 Includes restructuring charges of less than $0.1 million and $9.6 millionfor the three months ended September 30, 2021 and 2020, respectively.

^4 Includes restructuring charges of $4.6 million for the three months endedSeptember 30, 2020.

^5 Includes a restructuring reversal of $0.3 million for the three monthsended September 30, 2021 and restructuring charges of $4.5 million for thethree months ended September 30, 2020.

^6 Includes a restructuring reversal of $0.1 million for the three monthsended September 30, 2021 and restructuring charges of $1.9 million for thethree months ended September 30, 2020.

Heidrick & Struggles International, Inc. Consolidated Statements of Comprehensive Income (Loss) (In thousands, except per share amounts) (Unaudited)



Nine Months Ended September 30,

2021 2020 $ Change % Change

Revenue

Revenue before reimbursements (net revenue) $717,462 $460,628 $256,83455.8 %

Reimbursements 3,819 6,555 (2,736) (41.7) %

Total revenue 721,281 467,183 254,098 54.4 %



Operating expenses

Salaries and benefits 513,321 329,640 183,681 55.7 %

General and administrative expenses 83,876 91,122 (7,246) (8.0) %

Cost of services 34,817 2,848 31,969 NM

Impairment charges - 32,970 (32,970) (100.0)%

Restructuring charges 3,792 48,115 (44,323) (92.1) %

Reimbursed expenses 3,819 6,555 (2,736) (41.7) %

Total operating expenses 639,625 511,250 128,375 25.1 %



Operating income (loss) 81,656 (44,067) 125,723 NM



Non-operating income

Interest, net 207 160

Other, net 6,260 460

Net non-operating income 6,467 620



Income (loss) before income taxes 88,123 (43,447)



Provision for (benefit from) income taxes 28,028 (202)



Net income (loss) 60,095 (43,245)



Other comprehensive loss, net of tax (1,349) (1,395)



Comprehensive income (loss) $58,746 $(44,640)



Weighted-average common shares outstanding

Basic 19,489 19,281

Diluted 20,259 19,281



Earnings (loss) per common share

Basic $3.08 $(2.24)

Diluted $2.97 $(2.24)



Salaries and benefits as a % of net revenue 71.5 %71.6 %

General and administrative expenses as a % of net revenue11.7 %19.8 %

Cost of services as a % of net revenue 4.9 %0.6 %

Operating margin 11.4 %(9.6) %

Heidrick & Struggles International, Inc. Segment Information (In thousands) (Unaudited)



Nine Months Ended September 30,

2021 2020 $ Change % Change 2021 2020 Margin^1Margin^1

Revenue

Executive Search

Americas $412,740$265,088 $147,65255.7 %

Europe 125,228 92,108 33,120 36.0 %

Asia Pacific 87,429 61,654 25,775 41.8 %

Total Executive Search 625,397 418,850 206,547 49.3 %

On-Demand Talent 43,006 - 43,006 NM

Heidrick Consulting 49,059 41,778 7,281 17.4 %

Revenue before reimbursements (net revenue)717,462 460,628 256,834 55.8 %

Reimbursements 3,819 6,555 (2,736) (41.7) %

Total revenue $721,281$467,183 $254,09854.4 %





Operating income (loss)

Executive Search

Americas^2 $99,822 $40,900 $58,922 144.1 %24.2 %15.4 %

Europe^3 13,314 (26,874) 40,188 149.5 %10.6 %(29.2)%

Asia Pacific^4 13,241 (6,553) 19,794 302.1 %15.1 %(10.6)%

Total Executive Search 126,377 7,473 118,904 1591.1 %20.2 %1.8 %

On-Demand Talent 1,034 - 1,034 NM 2.4 %- %

Heidrick Consulting^5 (10,897) (21,699) 10,802 49.8 %(22.2)%(51.9)%

Total segments 116,514 (14,226) 130,740 (919.0)%16.2 %(3.1) %

Global Operations Support^6 (34,858) (29,841) (5,017) (16.8) %(4.9) %(6.5) %

Total operating income (loss) $81,656 $(44,067)$125,723285.3 %11.4 %(9.6) %

^1 Margin based on revenue before reimbursements (net revenue).

^2 Includes restructuring charges of $3.9 million and $27.6 million for thenine months ended September 30, 2021 and 2020, respectively.

^3 Includes a restructuring reversal of $0.1 million for the nine months endedSeptember 30, 2021 and restructuring charges of $9.6 million for the ninemonths ended September 30, 2020. Includes goodwill impairment charges of$24.5 million for the nine months ended September 30, 2020.

^4 Includes a restructuring reversal of $0.1 million for the nine months endedSeptember 30, 2021 and restructuring charges of $4.6 million for the ninemonths ended September 30, 2020. Includes goodwill impairment charges of$8.5 million for the nine months ended September 30, 2020.

^5 Includes restructuring charges of $0.4 million and $4.5 million for the ninemonths ended September 30, 2021 and 2020, respectively.

^6 Includes a restructuring reversal of $0.2 million for the nine months endedSeptember 30, 2021 and restructuring charges of $1.9 million for the ninemonths ended September 30, 2020.

Heidrick & Struggles International, Inc. Reconciliation of Operating Income (Loss) and Adjusted Operating Income (Non-GAAP) (In thousands) (Unaudited)



Three Months Ended Nine Months Ended September 30, September 30,

2021 2020 2021 2020

Revenue before reimbursements (net revenue)$263,825 $143,544 $717,462 $460,628



Operating income (loss) 33,342 (38,233) 81,656 (44,067)



Adjustments

Impairment charges^1 - - - 32,970

Restructuring charges^2 (3,262) 48,115 3,792 48,115

Total adjustments (3,262) 48,115 3,792 81,085



Adjusted operating income $30,080 $9,882 $85,448 $37,018



Operating margin 12.6 %(26.6) %11.4 %(9.6) %

Adjusted operating margin 11.4 %6.9 %11.9 %8.0 %

^1 The Company incurred goodwill impairment charges of approximately $33.0million in the Europe and Asia Pacific operating segments for the nine monthsended September 30, 2020.

^2 The Company incurred restructuring reversals of $3.3 million for the threemonths ended September 30, 2021 and restructuring charges of $48.1 million forthe three months ended September 30, 2020. The Company incurred restructuringcharges of $3.8 million and $48.1 million for the nine months ended September30, 2021 and 2020, respectively.

Heidrick & Struggles International, Inc. Reconciliation of Net Income (Loss) and Adjusted Net Income (Non-GAAP) (In thousands) (Unaudited)



Three Months Ended Nine Months Ended September 30, September 30,

2021 2020 2021 2021

Net income (loss) $24,498$(26,178)$60,095$(43,245)



Adjustments

Impairment charges, net of tax^1 - - - 32,970

Restructuring charges, net of tax^2 (2,075) 33,863 2,642 33,863

Total adjustments (2,075) 33,863 2,642 66,833



Adjusted net income $22,423$7,685 $62,737$23,588



Weighted-average common shares outstanding

Basic 19,569 19,351 19,489 19,281

Diluted 20,240 19,730 20,259 19,833



Earnings (loss) per common share

Basic $1.25 $(1.35) $3.08 $(2.24)

Diluted $1.21 $(1.35) $2.97 $(2.24)



Adjusted earnings per common share

Basic $1.15 $0.40 $3.22 $1.22

Diluted $1.11 $0.39 $3.10 $1.19

^1 The Company incurred goodwill impairment charges of approximately $33.0million in the Europe and Asia Pacific operating segments for the nine monthsended September 30, 2020.

^2 The Company incurred restructuring reversals of $3.3 million for the threemonths ended September 30, 2021 and restructuring charges of $48.1 million forthe three months ended September 30, 2020. The Company incurred restructuringcharges of $3.8 million and $48.1 million for the nine months ended September30, 2021 and 2020, respectively.

Heidrick & Struggles International, Inc. Consolidated Balance Sheets (In thousands) (Unaudited)



September 30,December 31, 2021 2020



Current assets

Cash and cash equivalents $348,292 $ 316,473

Marketable securities - 19,999

Accounts receivable, net 181,167 88,123

Prepaid expenses 26,624 18,956

Other current assets 34,447 23,279

Income taxes recoverable 4,386 5,856

Total current assets 594,916 472,686



Non-current assets

Property and equipment, net 20,939 23,492

Operating lease right-of-use assets 74,744 92,671

Assets designated for retirement and pension 13,672 14,425 plans

Investments 34,738 31,369

Other non-current assets 25,852 24,439

Goodwill 137,047 91,643

Other intangible assets, net 10,223 1,129

Deferred income taxes 36,501 35,958

Total non-current assets 353,716 315,126



Total assets $948,632 $ 787,812



Current liabilities

Accounts payable $18,119 $ 8,799

Accrued salaries and benefits 305,186 217,908

Deferred revenue 45,284 38,050

Operating lease liabilities 18,992 28,984

Other current liabilities 22,723 23,311

Income taxes payable 14,742 1,186

Total current liabilities 425,046 318,238



Non-current liabilities

Accrued salaries and benefits 52,623 56,925

Retirement and pension plans 55,804 53,496

Operating lease liabilities 63,336 86,816

Other non-current liabilities 28,567 4,735

Total non-current liabilities 200,330 201,972



Total liabilities 625,376 520,210



Stockholders' equity 323,256 267,602



Total liabilities and stockholders' equity $948,632 $ 787,812

Heidrick & Struggles International, Inc. Consolidated Statements of Cash Flows (In thousands) (Unaudited)



Three Months Ended September 30,

2021 2020

Cash flows - operating activities

Net income (loss) $24,498 $(26,178)

Adjustments to reconcile net income (loss) to net cash provided by operating activities:

Depreciation and amortization 4,534 16,171

Deferred income taxes (347) 320

Stock-based compensation expense 2,820 3,212

Accretion expense related to earnout payments 182 -

Gain on marketable securities - (22)

Loss on disposal of property and equipment 12 14

Changes in assets and liabilities, net of effects of acquisition:

Accounts receivable (13,897) 7,397

Accounts payable 434 664

Accrued expenses 113,697 52,066

Restructuring accrual (361) 7,769

Deferred revenue 3,575 (1,219)

Income taxes recoverable and payable, net 2,422 (18,215)

Retirement and pension plan assets and liabilities 7 29

Prepaid expenses (1,742) 3,312

Other assets and liabilities, net (18,715) 6,540

Net cash provided by operating activities 117,119 51,860



Cash flows - investing activities

Capital expenditures (1,196) (2,565)

Purchases of marketable securities and investments (326) (47,249)

Proceeds from sales of marketable securities and 338 49,166 investments

Net cash used in investing activities (1,184) (648)



Cash flows - financing activities

Payments on line of credit - (100,000)

Cash dividends paid (2,862) (3,022)

Net cash used in financing activities (2,862) (103,022)



Effect of exchange rate fluctuations on cash, cash (2,595) 3,627 equivalents and restricted cash



Net increase (decrease) in cash, cash equivalents and110,478 (48,183) restricted cash

Cash, cash equivalents and restricted cash at 237,848 218,760 beginning of period

Cash, cash equivalents and restricted cash at end of $348,326$170,577 period

Heidrick & Struggles International, Inc. Consolidated Statements of Cash Flows (In thousands) (Unaudited)



Nine Months Ended September 30,

2021 2020

Cash flows - operating activities

Net income (loss) $60,095 $(43,245)

Adjustments to reconcile net income (loss) to net cash provided by (used in) operating activities:

Depreciation and amortization 16,576 20,638

Deferred income taxes (1,486) 700

Stock-based compensation expense 8,672 7,146

Accretion expense related to earnout payments 363 -

Gain on marketable securities (1) (144)

Loss on disposal of property and equipment 127 289

Impairment charges - 32,970

Changes in assets and liabilities, net of effects of acquisition:

Accounts receivable (84,877) (9,616)

Accounts payable 2,931 2,809

Accrued expenses 89,405 (77,776)

Restructuring accrual (5,024) 6,289

Deferred revenue 6,453 (3,892)

Income taxes recoverable and payable, net 14,937 (11,460)

Retirement and pension plan assets and liabilities 1,443 1,304

Prepaid expenses (7,724) (1,229)

Other assets and liabilities, net (37,114) 2,312

Net cash provided by (used in) operating activities 64,776 (72,905)



Cash flows - investing activities

Acquisition of business, net of cash acquired (31,969) -

Capital expenditures (3,902) (7,121)

Purchases of marketable securities and investments (1,997) (118,668)

Proceeds from sales of marketable securities and 20,653 111,633 investments

Net cash used in investing activities (17,215) (14,156)



Cash flows - financing activities

Proceeds from line of credit - 100,000

Payments on line of credit - (100,000)

Cash dividends paid (8,927) (9,019)

Payment of employee tax withholdings on equity (3,090) (1,550) transactions

Acquisition earnout payments - (2,789)

Net cash used in financing activities (12,017) (13,358)



Effect of exchange rate fluctuations on cash, cash (3,707) (723) equivalents and restricted cash



Net increase (decrease) in cash, cash equivalents and31,837 (101,142) restricted cash

Cash, cash equivalents and restricted cash at 316,489 271,719 beginning of period

Cash, cash equivalents and restricted cash at end of $348,326$170,577 period

Heidrick & Struggles International, Inc. Reconciliation of Net Income (Loss) and Operating Income (Loss) to Adjusted EBITDA (Non-GAAP) (In thousands) (Unaudited)



Three Months Ended Nine Months Ended September 30, September 30,

2021 2020 2021 2020

Revenue before reimbursements (net revenue)$263,825 $143,544 $717,462 $460,628



Net income (loss) 24,498 (26,178) 60,095 (43,245)

Interest, net (90) 180 (207) (160)

Other, net (145) (1,819) (6,260) (460)

Provision for (benefit from) income taxes 9,079 (10,416) 28,028 (202)

Operating income (loss) 33,342 (38,233) 81,656 (44,067)



Adjustments

Stock-based compensation expense 2,846 3,195 8,311 6,641

Depreciation 1,774 2,129 5,311 6,194

Intangible amortization 751 183 1,752 585

Earnout accretion 182 - 363 -

Acquisition contingent consideration 475 462 1,398 1,482

Restructuring charges (3,262) 48,115 3,792 48,115

Impairment charges - - - 32,970

Total adjustments 2,766 54,084 20,927 95,987



Adjusted EBITDA $36,108 $15,851 $102,583 $51,920

Adjusted EBITDA margin 13.7 %11.0 %14.3 %11.3 %

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SOURCE Heidrick & Struggles International, Inc.