SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
(Mark One)
| x | ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 |
| For the fiscal year ended May 31, 2003 |
OR
| ¨ | TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 |
| For the transition period from to |
Commission File Number: 0-32113
RESOURCES CONNECTION, INC.
(Exact Name of Registrant as Specified in Its Charter)
| Delaware | 33-0832424 | |
| (State or Other Jurisdiction of |
(I.R.S. Employer | |
| Incorporation or Organization) |
Identification No.) |
695 Town Center Drive, Suite 600, Costa Mesa, California 92626
(Address of principal executive offices) (Zip Code)
Registrants Telephone Number, Including Area Code: (714) 430-6400
Securities registered pursuant to Section 12(b) of the Act:
None.
Securities registered pursuant to Section 12(g) of the Act:
Title of each class
Common Stock, $0.01 par value
Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes x No ¨
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to the best of Registrants knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. ¨
Indicate by check mark whether the registrant is an accelerated filer (as defined in Exchange Act Rule 12b-2). Yes x No ¨
As of November 22, 2002, the approximate aggregate market value of common stock held by non-affiliates of the Registrant was $360,175,000 (based upon the closing price for shares of the Registrants common stock as reported by The Nasdaq National Market). As of August 22, 2003, there were approximately 22,409,304 shares of common stock, $.01 par value, outstanding.
DOCUMENTS INCORPORATED BY REFERENCE
The Registrants definitive Proxy Statement for the 2003 Annual Meeting of Stockholders, is incorporated by reference in Part III of this Form 10-K to the extent stated herein.
RESOURCES CONNECTION, INC.
TABLE OF CONTENTS
In this Report on Form 10-K, Resources Connection, company, we, us and our refer to the business of Resources Connection LLC for all periods prior to the sale of Resources Connection LLC by Deloitte & Touche LLP, and to Resources Connection, Inc. and its subsidiaries for all periods after the sale. References to Deloitte & Touche refer to Deloitte & Touche LLP. References in this Report on Form 10-K to fiscal, year or fiscal year refer to our fiscal years that consist of the 52- or 53-week period ending on the Saturday in May closest to May 31.
This Report on Form 10-K, including information incorporated herein by reference, contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. These statements relate to expectations concerning matters that are not historical facts. Such forward-looking statements may be identified by words
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such as anticipates, believes, can, continue, could, estimates, expects, intends, may, plans, potential, predicts, should, or will or the negative of these terms or other comparable terminology. These statements and all phases of our operations are subject to known and unknown risks, uncertainties and other factors, some of which are identified herein. Readers are cautioned not to place undue reliance on these forward-looking statements. Our actual results, levels of activity, performance or achievements and those of our industry may be materially different from any future results, levels of activity, performance or achievements expressed or implied by these forward-looking statements. We undertake no obligation to update the forward-looking statements in this filing.
Available Information
The Companys principal executive offices are located at 695 Town Center Drive, Suite 600, Costa Mesa, California 92626. The Companys telephone number is (714) 430-6400 and its web site address is http://www.resourcesconnection.com. The information set forth in the web site does not constitute part of this Report on Form 10-K. We file our annual reports on Form 10-K, quarterly reports on Form 10-Q, and current reports on Form 8-K pursuant to Section 13(a) or 15(d) of the Securities Exchange Act of 1934 with the Securities and Exchange Commission (SEC) electronically. The public may read or copy any materials we file with the SEC at the SECs Public Reference Room at 450 Fifth Street, NW, Washington, DC 20549. The public may obtain information on the operation of the Public Reference Room by calling the SEC at 1-800-SEC-0330. The SEC maintains a web site that contains reports, proxy and information statements, and other information regarding issuers that file electronically with the SEC. The address of that site is http://www.sec.gov.
A free copy of our annual reports on Form 10-K, quarterly reports on Form 10-Q, and current reports on Form 8-K and amendments to those reports may be obtained as soon as reasonably practicable after we file such reports with the SEC on our website at http://www.resourcesconnection.com.
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PART I
ITEM 1. BUSINESS
Overview
Resources Connection is an international professional services firm that provides experienced accounting and finance, risk management and internal audit, information technology, human resources and procurement (supply chain) management professionals to clients on a project basis. We assist our clients with discrete projects requiring specialized professional expertise in accounting and finance, such as mergers and acquisitions due diligence, financial analyses (e.g., product costing and margin analyses), corporate reorganizations and tax-related projects. In addition, we provide human resources management services, such as compensation program design and implementation, information technology services, such as transitions of management information systems, and internal audit services, such as documenting internal controls. We also assist our clients with periodic needs such as budgeting and forecasting, audit preparation, public reporting and assisting clients with their compliance efforts under the Sarbanes-Oxley Act of 2002 (Sarbanes).
We were founded in June 1996 by a team at Deloitte & Touche, led by our current chief executive officer, Donald B. Murray, who was then a senior partner with Deloitte & Touche. Additional founding members include our current chief financial officer, Stephen J. Giusto, then also a Deloitte & Touche partner, and Karen M. Ferguson, the current regional managing director of our Northeast practice offices. Our founders created Resources Connection to capitalize on the increasing demand for high quality outsourced professional services. We operated as a division of Deloitte & Touche from our inception in June 1996 until January 1997. From January 1997 until April 1999, we operated as a subsidiary of Deloitte & Touche. During these periods, due to regulatory constraints applicable to us as part of a Big Four accounting firm, we were unable to provide certain accounting services to audit clients of Deloitte & Touche. In April 1999, we completed a management-led buyout. Subsequent to the management-led buyout, we were able to expand the scope of services we provide to our clients.
Our business model combines the client service orientation and commitment to quality of a Big Four accounting firm with the entrepreneurial culture of an innovative, high-growth company. We are positioned to take advantage of what we believe are two converging trends in the outsourced professional services industry: increasing demand for outsourced professional services by corporate clients and increasing supply of professionals interested in working on an outsourced basis. We believe our business model allows us to offer challenging yet flexible career opportunities, attract highly qualified, experienced professionals and, in turn, attract clients with varying professional needs.
As of May 31, 2003, we employed more than 1,175 professional service associates on assignment. Our associates have professional experience in a wide range of industries and functional areas. Based upon an internal, annual survey conducted in late calendar year 2002, to which approximately 56% of all active associates responded, 51% of respondents were CPAs, 40% had Masters degrees, and the average years of professional experience was about 17. We offer our associates careers that combine the flexibility of project-based work with many of the advantages of working for a traditional professional services firm.
We have established a diverse client base of over 1,200 clients, ranging from large corporations to mid-sized companies to small entrepreneurial entities, in a broad range of industries. For example, our clients include approximately half of the Fortune 100, which accounted for approximately 14.5% and 15.2% of our revenues in fiscal 2002 and 2003, respectively, and all of the Big Four accounting firms. As of May 31, 2003, we served our clients through 50 offices in the United States and five offices abroad. We have grown revenues internally from $29.7 million in fiscal 1998 to $202.0 million in fiscal 2003, a five-year compounded annual growth rate, or CAGR, of 46.8% and our income from operations over the same period has increased from $3.7 million to $20.2 million, a five-year CAGR of 40.4%. We have been profitable every year since our inception.
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We believe our distinctive culture is a valuable asset and is in large part due to our management team, which has extensive experience in the professional services industry. Many of our senior management and office managing directors have Big Four experience and an equity interest in our company. This team has created a culture of professionalism that we believe fosters in our associates a feeling of personal responsibility for, and pride in, client projects and enables us to deliver high-quality service to our clients.
Subsequent to our fiscal year-end of May 31, 2003, we completed three transactions to enhance our international presence as well as our ability to deliver internal audit services. The largest of the three was the all cash acquisition for $29.4 million of the outstanding capital shares of Ernst & Youngs subsidiary, Executive Temporary Management BV (ETM) in the Netherlands on July 15, 2003. ETM is considered a market leader in the interim management industry in the Netherlands. This acquisition provides a foundation in continental Europe and will allow us to market to our current and prospective multinational clients seeking an alternative to Big Four audit firms, particularly in light of current concerns about auditor independence. ETM has seven offices in the Netherlands and contracted with, or employed, over 300 professional service associates on assignment as of March 31, 2003. ETM reported revenues for the nine months ended March 31, 2003 of $45.4 million and revenues of $72 million for the year ended June 30, 2002. Upon completion of this transaction, we renamed ETM Resources Connection. NL B.V.
In addition to the international expansion driven by the acquisition in the Netherlands, we also acquired the assets of Deloitte Re:sources Pty Ltd. from Deloitte Touche Tohmatsu in Australia in an all cash deal for $1 million on June 1, 2003. The subsidiary, now renamed Resources Connection Australia Pty. Ltd., was originally launched in 1998 by us on behalf of the Deloitte Australia firm. The acquisition presented the opportunity to expand our Asia Pacific presence.
Finally, on July 30, 2003, we announced the acquisition of the company that developed policyIQTM, a web-based solution for internal controls documentation and content management. The purchase includes cash of $2 million and a provision for contingent payments based on sales volume. policyIQTM is a tool that clients of our subsidiary, Resources Audit Solutions (RAS), can use to assist in complying with Sarbanes. RAS specializes in conducting internal audits, assisting clients in establishing and documenting efficient internal controls, assessing risk management practices and complying with the myriad of new regulations associated with Sarbanes.
Industry Background
Demand for Project Professional Services
Resources Connections services address a range of professional areas, with a substantial majority of revenues derived from accounting and finance services. The market for professional services is broad, and independent data on the size of the market is fragmented. For instance, past studies in 2002 by Staffing Industry Analysts, Inc. put the size of the professional sector of the staffing industry at $58.6 billion in 2002, but this is just a measure of the staffing component of professional services. Other components include, but are not limited to, CPA services and consulting services, each of which address multibillion dollar markets. Because of the corporate scandals documented in the media over the last few years, we believe the market for professional services is changing rapidly and that companies may be willing to choose alternatives to traditional professional service providers. We believe Resources Connection is a viable alternative to traditional accounting and consulting firms in numerous instances because, by using project professionals, companies can:
| | strategically access specialized skills and expertise; |
| | effectively supplement internal resources; |
| | increase labor flexibility; and |
| | reduce their overall hiring and training costs. |
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Typically, companies use a variety of alternatives to fill their project professional services needs. Companies outsource entire projects to consulting firms; this provides them access to the expertise of the firm but often entails significant cost and less management control of the project. Companies also supplement their internal resources with employees from the Big Four accounting firms; however, these arrangements are on an ad hoc basis and have been increasingly limited by regulatory concerns. Companies use temporary employees from traditional and Internet-based staffing firms, who may be less experienced or less qualified than employees of professional services firms. Finally, some companies rely solely on their own employees who may lack the requisite time, experience or skills.
Supply of Project Professionals
Concurrent with the growth in demand for outsourced professional services, we believe, based on discussions with our associates, that the number of professionals seeking to work on a project basis has increased due to a desire for:
| | more flexible hours and work arrangements, coupled with competitive wages and benefits and a professional culture; |
| | challenging engagements that advance their careers, develop their skills and add to their experience base; and |
| | a work environment that provides a diversity of, and more control over, client engagements. |
The employment alternatives historically available to professionals may fulfill some, but not all, of an individuals career objectives. A professional working for a Big Four accounting firm or a consulting firm may receive challenging assignments and training, but may encounter a career path with less flexible hours and limited control over work engagements. Alternatively, a professional who works as an independent contractor faces the ongoing task of sourcing assignments and significant administrative burdens.
During the past two years of turmoil in the economy and the accounting profession, particularly, we have experienced an increase in the supply of qualified finance and accounting professionals.
Resources Connection Solution
We believe that Resources Connection is positioned to capitalize on the confluence of these industry trends. We believe, based on discussions with our clients, that Resources Connection provides clients seeking project professionals with high-quality services because we are able to combine all of the following:
| | a relationship-oriented approach to assess our clients project needs; |
| | highly qualified professionals with the requisite skills and experience; |
| | competitive rates on an hourly, instead of a per project, basis; and |
| | significant client control of their projects. |
Resources Connection Strategy
Our Business Strategy
We are dedicated to providing highly qualified and experienced accounting and finance, risk management, human resources management, procurement and information technology professionals to meet our clients project and interim professional services needs. Our objective is to be the leading provider of these project-based professional services. We have developed the following business strategies to achieve this objective:
| | Hire and retain highly qualified, experienced associates. We believe our highly qualified, experienced associates provide us with a distinct competitive advantage. Therefore, one of our priorities is to continue to attract and retain high-caliber associates. We believe we have been successful in attracting |
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| and retaining qualified professionals by providing challenging work assignments, competitive compensation and benefits, and continuing education and training opportunities, while offering flexible work schedules and more control over choosing client engagements. |
| | Maintain our distinctive culture. Our corporate culture is central to our business strategy and we believe has been a significant component of our success. Our senior management, virtually all of whom are Big Four alumni, has created a culture that combines the commitment to quality and the client service focus of a Big Four accounting firm with the entrepreneurial energy of an innovative, high-growth company. We seek associates and management with talent, integrity, enthusiasm and loyalty to strengthen our team and support our ability to provide clients with high-quality services. We believe that our culture has been instrumental to our success in hiring and retaining highly qualified associates and, in turn, attracting clients. |
| | Build consultative relationships with clients. We emphasize a relationship-oriented approach to business rather than a transaction-oriented or assignment-oriented approach. We believe the professional services experience of our management and associates enables us to understand the needs of our clients and to deliver an integrated, relationship-oriented approach to meeting their professional services needs. We regularly meet with our existing and prospective clients to understand their businesses and help them define their project needs. Once a project is defined, we identify associates with the appropriate skills and experience to meet the clients needs. We believe that by partnering with our clients to solve their professional services needs, we can generate new opportunities to serve them. The strength of our client relationships is demonstrated by the fact that 49 of our largest 50 clients in fiscal 2002 remained clients in fiscal 2003. |
| | Build the Resources Connection brand. Our objective is to establish Resources Connection as the premier provider of project-based professional services. Our primary means of building our brand is by consistently providing high-quality, value-added services to our clients. We have also focused on building a significant referral network through our 1,175 associates on assignment and approximately 300 management employees, most of whom have established relationships with a number of potential clients. In addition, we have ongoing national and local marketing efforts that reinforce the Resources Connection brand. These efforts include continuing the advertising campaign commenced in the fourth quarter of fiscal 2002 in targeted business publications. |
Our Growth Strategy
Virtually all of our growth since inception has been internal. We believe we have significant opportunity for continued strong internal growth in our core business and have completed a few strategic acquisitions. In both our core and acquired businesses, key elements of our growth strategy include:
| | Expanding work from existing clients. A principal component of our strategy is to secure additional project work from the more than 1,200 clients we served in fiscal 2003. We believe, based on discussions with our clients, that the amount of revenue we currently receive from most of our clients represents a relatively small percentage of the amount they spend on professional services, and that, consistent with industry trends, they will continue to increase the amount they spend on these services. We believe that by continuing to deliver high-quality services and by further developing our relationships with our clients, we will capture a significantly larger share of our clients expenditures for professional services. |
| | Growing our client base. We will continue to focus on attracting new clients. We plan to develop new client relationships primarily by leveraging the significant contact networks of our management and associates and through referrals from existing clients. In addition, we believe we will attract new clients by building our brand name and reputation and through our national and local marketing efforts. During this past year, we have seen more growth within key, existing clients, as opposed to growing through the addition of new middle market clients. We anticipate that our growth efforts this year will continue to focus on identifying strategic target accounts that tend to be large companies. |
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| | Expanding geographically. We plan to expand geographically to meet the demand for project professional services. We expect to add to our existing domestic office network with new offices strategically located to meet the needs of our existing clients and to create additional new client opportunities. We believe that there are also significant opportunities to grow our business internationally and, consequently, we intend to continue to expand our international presence on a strategic and opportunistic basis. |
| | Providing additional professional services lines. We will continue to explore, and consider entry into, new professional services lines. Since fiscal 1999, we have diversified our professional services lines by entering into human resources management, (including executive compensation and corporate governance consulting), the information technology segments, internal audit services and procurement (supply chain) management. Our considerations when evaluating new professional services lines include growth potential, profitability, cross-marketing opportunities and competition. |
Associates
We believe that an important component of our success over the past six years has been our highly qualified and experienced associates. As of May 31, 2003, we employed 1,175 associates on assignment. Our associates have professional experience in a wide range of industries and functional areas. We provide our associates with challenging work assignments, competitive compensation and benefits, and continuing education and training opportunities, while offering flexible work schedules and more control over choosing client engagements.
Our associates are primarily employees of Resources Connection. We typically pay each associate an hourly rate, overtime premiums as required by law, and offer benefits, including paid vacation and holidays; referral bonus programs; group medical, dental and vision programs, each with an approximate 50% contribution by the associate; a basic term life insurance program; a matching 401(k) retirement plan; and professional development and career training. Typically, an associate must work a threshold number of hours to be eligible for all of the benefits. We also have a long-term incentive plan for our associates, which affords them the opportunity to earn an annual cash bonus vesting over time. In addition, we offer our associates the ability to participate in the Companys Employee Stock Purchase Plan. We intend to maintain competitive compensation and benefit programs.
Clients
We provide our services to a diverse client base in a broad range of industries. In fiscal 2003, we served over 1,200 clients. Our revenues are not concentrated with any particular client or clients, or within any particular industry. In fiscal 2003, no single client accounted for more than 4% of our revenue and our 10 largest clients accounted for approximately 19% of our revenues.
The clients listed below represent the geographic and industry diversity of our client base in fiscal 2003.
| Allied Waste | Laidlaw Education Services | |
| Blue Shield of California | PepsiCo Inc. | |
| CB Richard Ellis | Pharmacia Corporation | |
| Credit Suisse First Boston Corporation | Siemens Corporation | |
| El Paso Corporation | Southwest Airlines | |
| Exelon Corporation | Toshiba America Electronic Components, Inc. | |
| Great West Life and Annuity Life Insurance Company | Toyota Motor Sales, USA, Inc. |
Services
Our current professional services capabilities include accounting and finance, risk management and internal audit, information technology, human resources and procurement (supply chain) management. In fiscal 2003, our revenue from providing accounting and finance services accounted for a substantial majority of our revenue. Our engagements are project-based and often last three months or longer.
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Accounting and Finance
Our accounting and finance services include:
Special Projects: Our accounting and finance associates work on a variety of special projects including:
| | financial analyses, such as product costing and margin analyses; |
| | tax-related projects, such as tax compliance and analysis of tax liabilities resulting from acquisitions; and |
| | resolving complex accounting problems, such as large out-of-balance accounts and unreconciled balances. |
Sample Engagement: We provided 36 associates over an 18-month period to assist the transition team of a large utility in their efforts to emerge from bankruptcy. Our associates were responsible for:
| | performing special projects related to the bankruptcy; |
| | assisting with establishing proper cut-off related to the bankruptcy; |
| | assisting with the proof of claims process; and |
| | assisting with the integration of the proposed Plan of Reorganization. |
Mergers and Acquisitions: Our accounting and finance associates have assisted with the following functions for clients involved in mergers and acquisitions:
| | due diligence work; |
| | integration of financial reporting and accounting systems; and |
| | public reporting filings associated with the transaction. |
Sample Engagement: We have provided more than 50 associates to assist with the post-acquisition integration of a multi-billion dollar solid waste management company. Our services were delivered through 19 of our offices with coordination provided by one of our offices. We assigned a specially designated project manager to oversee the delivery of our services, thereby facilitating project management and client control. Our associates were responsible for:
| | performing controller responsibilities at various sites, including preparing internal financial statements, closing the general ledger and managing the accounting staff; |
| | restructuring the fixed asset reporting system; |
| | assisting with the transition of financial functions during the divestiture of solid waste facilities and closing of other facilities; |
| | assisting with converting the newly acquired facilities systems to the parents systems; and |
| | preparing fuel tax returns and related tax schedules. |
Finance and Accounting System Implementation and Conversion: When a company implements a new system, the conversion often entails additional work that burdens managements time. To address this problem, we provide associates that:
| | assist with the finance and accounting issues of system implementations; and |
| | maintain daily operations during the implementation and conversion process in order to minimize disruption to the organization. |
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Sample Engagement: We provided 15 associates over a 14-month period to assist one of the worlds largest energy production companies in converting to a new proprietary accounting software system through operations worldwide, developing the relevant required software documentation and relocating its accounting and commercial services departments between two metropolitan areas. Our associates were responsible for:
| | documenting and preparing a flowchart of the accounting system and existing business processes, practices and workflows; |
| | reviewing internal controls and developing an operations manual; |
| | documenting the new accounting system processes and procedures; |
| | performing pre- and post-conversion testing; |
| | hiring and training new employees; and |
| | designing training programs. |
Periodic Accounting and Finance Needs: Our associates help clients with periodic needs such as:
| | interim senior financial management, including controller or accounting manager tasks; |
| | monthly/quarterly/year-end closings; |
| | audit preparation; |
| | public reporting; and |
| | budgeting and forecasting. |
Sample Engagement: We provided 40 associates over a 19-month period to assist a multi-unit medical company with a comprehensive review and clean-up of the companys consolidated balance sheet in preparation for its year-end audit. Our associates were responsible for:
| | designing a work program and package format to be used by 23 associates in teams across six states; |
| | completing a detailed review of approximately 180 entities balance sheets, compiling documentation, and obtaining support for the entire trial balance; and |
| | proposing adjusting entries and recommending subsequent internal accounting control system and procedure changes. |
Human Resources Management
Our human resources management professional services group was formed in June 1999. Our human resources management services include:
| | development of human resources management procedures, training and policies; |
| | compensation program design and implementation; |
| | interim senior human resources management; and |
| | assistance in complying with governmental employment regulations. |
Sample Engagement: We provided an associate over a seven-month period to assist a global entertainment conglomerate with a number of projects. Our associate was responsible for:
| | evaluating existing health and welfare plans; |
| | designing a plan of integration for employee benefit programs of various subsidiaries; |
| | developing a plan for early retirement programs associated with a merger; and |
| | researching ERISA compliance in various employer health and welfare plans. |
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Sample Engagement: We have provided three associates over a three-month period to assist a leading provider of business information and related products and services with a number of projects. Our associates were responsible for:
| | evaluating the existing human resources information system, or HRIS; |
| | reviewing vendors and implementing a new HRIS system; |
| | updating human resources policies and procedures to reflect consistent corporate policies across numerous acquired companies; and |
| | evaluating the various retirement benefits for each of the multiple subsidiaries and acquired companies. |
Information Technology
Our information technology professional services group was formed in June 1998. Our information technology services include:
| | financial system/enterprise resource planning implementation and post implementation optimization; |
| | HRIS implementation and integration; and |
| | supporting analytical systems such as consolidation and budgeting and planning tools. |
Sample Engagement: We provided four associates over a six-month period to redesign the reporting process and re-implement Hyperion Enterprise for a diversified international manufacturing corporation. The challenge included managing the complexities of balancing United States financial accounting reporting, international financial accounting reporting and internal operational reporting while creating as little disruption as possible to the users. Our team included a project manager, a technical Enterprise expert and report writing specialists. Our associates were responsible for:
| | creating new reports to satisfy statutory and operational requirements and streamlining and rationalizing 400 existing reports; |
| | re-implementing a chart of accounts to support reporting requirements of diverse operational segments; |
| | executing a communication plan to educate and create buy-in with the users; and |
| | completing other special projects such as legal entity rationalization. |
Internal Audit Services
Our internal audit services subsidiary, RAS, was formed in June 2002 and provides the following services:
| | implementing efficient internal controls policies and procedures; |
| | assessing risk management practices; and |
| | complying with regulations of Sarbanes. |
Sample Engagement: We provided 45 associates to assist with a Sarbanes Section 404 compliance project for a multi-billion dollar solid waste management company. Our associates visited 15 client locations and utilized the content management tool, policyIQTM, to assist management with gathering support for their assessment of the internal control environment. Our associates were responsible for:
| | documenting the existing business processes, practices, and workflows; and |
| | identifying any control weaknesses within those processes. |
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Procurement Management
We purchased The Procurement Centre (TPC) in October 2002. Our procurement services include:
| | providing qualified supply chain professionals with a variety of skill-sets and backgrounds including: working as sourcing team members, leading strategic sourcing efforts, negotiating contracts, serving as commodity/category experts, developing strategies, and performing tactical purchasing; |
| | offering a variety of supply chain management solutions, including: strategic sourcing, inventory rationalization, supplier diversity assistance, ERP implementations, and procurement card programs; and |
| | presenting a variety of onsite training and education seminars to keep customers updated on the latest trends in purchasing and supply chain management. |
Sample Engagements: We provided seven associates over an eight-month period to assist a Fortune 500 companys procurement organization on a variety of projects. Our associates were responsible for:
| | leading the development of a multi-year strategic plan for the entire purchasing organization; |
| | assisting with the formulation and implementation of an IT procurement strategy to address an annual spend in excess of $100 million; |
| | conducting a current State Assessment, the scope of which includes a review of the as-is state, gap analysis, process mapping, personnel assessment, focus interviews, definition of to-be state and delivery of an implementation plan to achieve the defined desirable outcome; |
| | serving as a commodity manager for a critical spend category; |
| | reviewing, managing, and negotiating supplier contracts; |
| | assisting in the creation of standard corporate contract terms and conditions; |
| | providing in-house procurement training and education courses; and |
| | acting as a strategic adviser for the new procurement executive. |
Operations
We generally provide our professional services to clients at a local level through our 50 domestic offices and five international offices, with the oversight and consultation of our corporate management team located in our corporate service center and our regional managing directors. The managing director and client service director(s) in each office are responsible for initiating client relationships, identifying associates specifically skilled to perform client projects, ensuring client satisfaction throughout engagements and maintaining client relationships post-engagement. Throughout this process, the corporate management team and regional managing directors are available to consult with the managing director with respect to client services.
Our offices are operated in a decentralized, entrepreneurial manner. The managing directors of our offices are given significant autonomy in the daily operations of their respective offices, and with respect to such offices, are responsible for overall guidance and supervision, budgeting and forecasting, sales and marketing, pricing and hiring. We believe that a substantial portion of the buying decisions made by our clients are made on a local or regional basis and that our offices most often compete with other professional services providers on a local or regional basis. Because our managing directors are in the best position to understand the local and regional outsourced professional services market and because clients often prefer local providers, we believe that a decentralized operating environment maximizes operating performance and contributes to employee and client satisfaction.
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We believe that our ability to successfully deliver professional services to clients is dependent on our managing directors working together as a collegial and collaborative team, at times working jointly on client projects. To build a sense of team effort and increase camaraderie among our managing directors, we have an incentive program for our office management that awards annual bonuses based on both the performance of the company and the performance of the directors particular office. In addition, many members of our office management own equity in our company. We also have a mentor program whereby each new managing director is trained by an experienced managing director, who is responsible for providing support to the new managing director on an ongoing basis.
From our corporate headquarters in Costa Mesa, California, we provide our offices with centralized administrative, marketing, finance and legal support. Our financial reporting is centralized in our corporate service center. This center also handles billing, accounts payable and accounts receivable, and administers human resources including employee compensation and benefits. In addition, we have a corporate networked information technology platform with centralized financial reporting capabilities and a front office client management system. These centralized functions minimize the administrative burdens on our office management and allow them to spend more time focused on client development.
Business Development
Our business development initiatives are composed of:
| | local sales initiatives focused on existing clients and target companies; |
| | brand marketing activities; and |
| | national and local direct mail programs. |
Our business development efforts are driven by the networking and sales efforts of our management. The managing directors and client service directors in our offices develop a list of targeted potential clients and key existing clients. In addition, the directors are assisted by a few management professionals focused on business development efforts on a national basis. These business development professionals, teamed with the managing directors and client service group, are responsible for initiating and fostering relationships with the senior management of our targeted client companies. These local efforts are supplemented with national marketing assistance. We have a national business development director who, with our top executives, assists with major client opportunities. We believe that these efforts have been effective in generating incremental revenues from existing clients and developing new client relationships.
Our brand marketing initiatives help develop Resources Connections image in the markets we serve. Our brand is reinforced by our professionally designed website, brochures and pamphlets, direct mail, public relations efforts and advertising materials. We believe that our branding initiatives coupled with our high-quality client service differentiate us from our competitors and establish Resources Connection as a credible and reputable professional services firm.
Our national marketing group develops our direct mail campaigns to focus on our targeted client and associate populations. These campaigns are intended to support our branding, sales and marketing, and associate hiring initiatives.
Competition
We operate in a competitive, fragmented market and compete for clients and associates with a variety of organizations that offer similar services. Our principal competitors include:
| | consulting firms; |
| | loaned employees of the Big Four accounting firms; |
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| | traditional and Internet-based staffing firms and their specialized divisions; and |
| | the in-house resources of our clients. |
We compete for clients on the basis of the quality of professionals, the timely availability of professionals with requisite skills, the scope and price of services, and the geographic reach of services. We believe that our attractive value proposition, consisting of our highly qualified associates, relationship-oriented approach and professional culture, enables us to differentiate ourselves from our competitors. Although we believe we compete favorably with our competitors, many of our competitors have significantly greater financial resources, generate greater revenues and have greater name recognition than our company.
Employees
As of May 31, 2003, we had a total of 1,519 employees, including 344 corporate and office-level employees and 1,175 professional services associates. None of our employees is covered by a collective bargaining agreement.
ITEM 2. PROPERTIES
As of May 31, 2003, we maintain a total of 50 domestic offices, a few with multiple office locations in the same city, which are located in the following metropolitan areas:
| Phoenix, Arizona | Boise, Idaho | Cincinnati, Ohio | ||
| Costa Mesa, California | Chicago, Illinois | Cleveland, Ohio | ||
| Los Angeles, California | Indianapolis, Indiana | Columbus, Ohio | ||
| Sacramento, California | Kansas City, Kansas | Portland, Oregon | ||
| Santa Clara, California | Baltimore, Maryland | Philadelphia, Pennsylvania | ||
| San Diego, California | Boston, Massachusetts | Pittsburgh, Pennsylvania | ||