CBIZ Q2 2025 Earnings Report

CBIZ EPS Results

• Actual EPS: $0.95
• Consensus EPS: $0.84
• Beat/Miss: Beat by +$0.11
• One Year Ago EPS: $0.39

CBIZ Revenue Results

• Actual Revenue: $683.50 million
• Expected Revenue: $701.43 million
• Beat/Miss: Missed by -$17.93 million
• YoY Revenue Growth: +62.70%

CBIZ Announcement Details

• Quarter: Q2 2025
• Date: 7/30/2025
• Time: After Market Closes
• Conference Call Date: Wednesday, July 30, 2025
• Conference Call Time: 5:00PM ET

CBIZ (NYSE:CBZ) (NYSE: CBZ), founded in 1996 and headquartered in Cleveland, Ohio, is a leading provider of professional business services in the United States. Since its inception, the company has grown through both organic expansion and strategic acquisitions to deliver a broad spectrum of financial, tax and advisory solutions tailored to the needs of small to mid-market organizations.

Through its Financial & Advisory Services segment, CBIZ offers accounting, tax preparation and compliance, audit support, and wealth management services. The firm’s teams work closely with clients to optimize cash flow, streamline reporting processes, and develop strategies that support long-term growth. In addition, CBIZ delivers specialized industry expertise in areas such as real estate, healthcare, construction and nonprofit organizations.

The company’s Benefits & Insurance Services segment provides employee benefits consulting, health and welfare plan administration, retirement plan advisory, and property & casualty insurance brokerage. CBIZ leverages national carrier relationships and proprietary analytics to design competitive benefits packages and risk management programs, helping employers attract and retain talent while managing insurance costs and regulatory compliance.

With offices across more than 30 states, CBIZ serves a diverse client base that ranges from entrepreneurial start-ups to established regional firms. The company’s integrated service model and local delivery footprint enable it to respond quickly to evolving business needs and regulatory environments. As a publicly traded company, CBIZ adheres to rigorous governance standards and regularly publishes disclosures on its website to keep investors and stakeholders informed.

CBIZ Q2 2025 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Year to date organic revenue grew low-single digits in core segments and 13% in National Practice, while adjusted EBITDA more than doubled, reflecting strong performance and acquisition accretion.
• Negative Sentiment: Rate increases averaged 4%, below expectations by 200–300 basis points, generating a roughly $75 million headwind for the year due to increased client cost pressure.
• Positive Sentiment: Workforce integration cut about 450 FTEs, improving utilization and compensation, and accelerated synergy realization with over $25 million in cost savings expected ahead of 2026 targets.
• Positive Sentiment: The Markham acquisition has expanded market presence—especially in New York and other key regions—enhanced cross-selling opportunities, and bolstered scale for technology and AI investments.
• Neutral Sentiment: CBIZ reaffirmed full-year revenue and earnings guidance but now expects revenue at the low end of its $2.8 billion–$2.95 billion range given persistent market headwinds.

Presentation

[Operator]

Good day, and welcome to the CBIZ Second Quarter twenty twenty five Results Conference Call. All participants will be in listen only mode. By pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then 1 on a touch tone phone.

[Operator]

To withdraw your question, please press star then 2. Please note this event is being recorded. I would now like to turn the conference over to Lori Novickis, Director of Corporate Relations. Please go ahead.

[Lori Novickis, Director of Corporate Relations at CBIZ]

Good afternoon, everyone, and thank you for joining us for today's conference call to discuss C. Biz's second quarter and first half twenty twenty five results. As a reminder, this call is being webcast, and a link to the live webcast, along with today's press release and investor presentation can be found on the Investor Relations page of our website, cbiz.com. An archived replay and transcript will also be made available following the call. Before we begin, we would like to remind you that during the call, may discuss certain non GAAP financial measures.

[Lori Novickis, Director of Corporate Relations at CBIZ]

Reconciliations of these measures can be found in the financial tables of today's press release and investor presentation. Today's call may also include forward looking statements regarding our business, financial condition, results of operations, cash flows, strategies and prospects. Forward looking statements represent only our expectations, estimates, and projections as of this date of this call and are not intended to give any assurance of future results. Because forward looking statements relate to matters that have not yet occurred, these statements are inherently subject to risks and uncertainties. Many factors could cause future results to differ materially, and CBIZ assumes no obligation to update these statements except as required by law.

[Lori Novickis, Director of Corporate Relations at CBIZ]

A more detailed description of such factors can be found in today's press release and in our financial filings with the Securities and Exchange Commission. Joining us for today's call are Jerry Briscoe, President and Chief Executive Officer and Brad Lakia, Chief Financial Officer. I will now turn the call over to Jerry Griscoe for his opening remarks. Jerry?

[Jerry Grisko, President & CEO at CBIZ]

Thank you, Laurie, and good afternoon, everyone. I'm pleased to report that our second quarter results reflect the resiliency of our core and recurring essential business, though the current economic climate continued to impact our more market sensitive areas. Today, in addition to talking about the second quarter and first half results, I'll address the proactive measures we are taking to drive revenue and control expenses in response to these market conditions. And I will also discuss why we think the Marcom acquisition is one of the most important and value creating strategic decisions in our history. I'll provide an update on integration and our continued excitement about the strength of our combined team and the opportunities ahead for accelerated growth and profitability.

[Jerry Grisko, President & CEO at CBIZ]

Year to date, organic revenue for our core services within our Benefits and Insurance segment and our core Accounting and Tax Services grew by low single digits, and our National Practice segment grew by 13%. Likewise, year to date adjusted EBITDA more than doubled compared to last year, reflecting both the strength of our business model as well as the accretive nature of the Marcom acquisition. The second quarter business climate was largely unchanged from the first quarter, with continued uncertainty around tariffs, geopolitical unrest and government funding cuts. Our middle market clients rely on us for essential services like our accounting, tax, benefits and insurance in all economic environments, but they often wait for more stable conditions before investing in discretionary project based services. The 2025 has been anything but stable and certain.

[Jerry Grisko, President & CEO at CBIZ]

Our second quarter sentiment analysis with responses from nearly 1,400 clients and client facing professionals substantiated these trends. Nearly 60% expressed a neutral outlook, citing higher operational costs, mixed economic forecasts and challenging tariff and trade policies as top concerns. As a result, overall revenue for the nonrecurring project based portions of our business, when excluding our SEC related practice, is down low single digits year over year. Industry reports and discussions indicate that growth in these areas has been particularly challenging for our competitors as well this year. For the first time in years, we're also seeing pressure on rate increases.

[Jerry Grisko, President & CEO at CBIZ]

Over the past several years, we've achieved net rate increase in the mid to high single digits. And for the first six months, we billed clients accordingly. However, in Q2, we saw increased client pushback, aligning with our survey data that clients are prioritizing cost controls. Year to date, our rate increases averaged about 4%, which is 200 to 300 basis points below our expectations going into the year and is expected to create a headwind of about $75,000,000 for the full year. Given the current and anticipated economic client, we've accelerated several significant revenue and cost control initiatives.

[Jerry Grisko, President & CEO at CBIZ]

On revenue, each of our nearly 1,000 Managing Directors has been tasked with identifying new target clients, scheduling meetings to introduce our expanded services, conducting stewardship meetings with top clients and participating in industry groups charged with pursuing top opportunities. On the cost side, we've expedited a number of integration related decisions, including workforce integration. With nearly four fifty fewer full time equivalent employees in our core businesses compared to last year, we're seeing enhanced team utilization and improved compensation expenses. Looking ahead, we expect continued steady demand for our core recurring essential businesses to provide line of sight to the lower end of our revenue guidance, even as nonrecurring services face ongoing headwinds. We believe our revenue and cost initiatives will partially offset these pressures and support the achievement of our adjusted EBITDA and EPS guidance.

[Jerry Grisko, President & CEO at CBIZ]

Let me reiterate the strategic rationale for the Markham transaction. We're even more excited about the strength of the team that joined us, the client fit and the opportunities for growth and profitability neither firm could have achieved on their own. Markham's business closely resembles CBIZ's legacy core and accounting and tax business. They serve middle market clients, maintain deep client relationships, achieve high retention rates and generate strong cash flow. They also share a successful track record of organic and inorganic growth and bring operational excellence and complementary capabilities in technology, industry practices and offshoring.

[Jerry Grisko, President & CEO at CBIZ]

Markham also strengthened our presence in key U. S. Markets like New York, where we are now the largest accounting service provider outside the Big four as well as in New England, the Mid Atlantic, South Florida and Southern California. The acquisition expanded our client base and opened new cross serving opportunities to deliver an even broader array of services and depth of expertise to our combined clients. Our increased size and scale as the largest professional service adviser of our kind to middle market clients, including as the nation's seventh largest accounting firm, strengthens our position as an employer of choice for exceptional talent, allows us to pursue larger and more complex client engagements, enhancing our ability to reach total addressable market that extends to roughly 200,000 middle market U.

[Jerry Grisko, President & CEO at CBIZ]

S. Businesses that collectively generate over $10,000,000,000,000 in annual revenue and employ approximately 48,000,000 people. And it supports substantial investments in critical areas, including AI and other advanced technologies, offshoring, automation and branding, all while leveraging our collective infrastructure to expand margins and enhance profitability. On integration, as previously shared, we delayed client facing changes during busy season, instead focusing on back office opportunities. That work is now in full swing and on schedule.

[Jerry Grisko, President & CEO at CBIZ]

Early results are positive. And when we have faced challenges, we've acted quickly with our primary focus being supporting our team and our clients. With that, I'll turn it over to Brad for some details.

[Brad Lakhia, SVP & CFO at CBIZ]

Thank you, Jerry, and good afternoon, everyone. With two full quarters of the Marcom acquisition now reflected in our results, we're seeing the benefits of being stronger together. Our results reflect the benefits of greater scale, the resiliency of our business model and the advantage of our unique breadth and depth of services, all of which is delivered by our exceptionally talented team. On a consolidated basis, second quarter revenue was $684,000,000 and first half revenue was $1,500,000,000 a 6366% increase, respectively, largely driven by the acquisition. For the quarter, adjusted EBITDA increased by 128% or $66,000,000 and more than doubled to $356,000,000 in the first half.

[Brad Lakhia, SVP & CFO at CBIZ]

Adjusted EBITDA margin was 17% in the quarter and 23% year to date, an increase of nearly 500 basis points versus last year. Lower incentive compensation expense in the quarter and year to date contributed to approximately four hundred and three hundred basis points of margin improvement, respectively. In addition, in the face of uncertainty, we remain disciplined managing other discretionary spending. So normalizing for lower incentive compensation and discretionary expense items, we believe margin expansion was fairly consistent with our historical performance as we begin to realize the benefits of greater scale and the accretive attributes of the acquisition.

[Brad Lakhia, SVP & CFO at CBIZ]

Our annual target of 20 to 50 basis points of margin improvement remains intact.

[Brad Lakhia, SVP & CFO at CBIZ]

Second quarter adjusted diluted earnings per share increased by 64% to $0.95 per share, and first half adjusted diluted earnings per share increased by 47% to $3.26 per share. Second quarter interest expense was higher by $22,000,000 compared to last year and $43,000,000 higher year to date, driven by higher outstanding debt associated with the acquisition. Second quarter tax expense was $7,000,000 higher than last year, primarily due to the $30,000,000 increase in pretax income. Our effective tax rate for the second quarter was lower by approximately two forty basis points compared to last year due to lower non deductible expenses and lower state income tax expense. First half tax expense was $30,000,000 higher than last year due to an increase of approximately $100,000,000 in pretax income.

[Brad Lakhia, SVP & CFO at CBIZ]

Our first half effective tax rate was approximately 170 basis points higher, primarily due to lower tax benefits related to stock based compensation. Turning to our Financial Services segment. Second quarter revenue was $570,000,000 up $261,000,000 or approximately 84%. Financial Services adjusted EBITDA more than doubled to $111,000,000 a margin of 20%, two fifty basis points higher than last year. As expected, revenue growth was primarily driven by the acquisition.

[Brad Lakhia, SVP & CFO at CBIZ]

And as Jerry highlighted, we continue to see meaningful growth in the Financial Services core accounting and tax service lines, which served to mitigate headwinds in our SEC business and the relatively flat performance in our Advisory business. In addition, year to date, the Financial Services segment has realized rate increases in the mid single digits, which is approximately 200 to 300 basis points lower than what we expected coming into the year and also approximately 200 to 300 basis points lower than what we've realized over the past several years. Our Benefits and Insurance or B and I segment delivered revenue of $102,000,000 in the second quarter, up nearly $5,000,000 or approximately 5% compared to last year. B and I adjusted EBITDA was $20,000,000 up $3,000,000 or 21%. B and I adjusted EBITDA margin for the quarter was 20%, up two sixty basis basis points compared to last year.

[Brad Lakhia, SVP & CFO at CBIZ]

The revenue and profitability improvements in B and I were driven by nearly all service lines, and the team is engaging aggressively to pursue a strong pipeline of cross serving opportunities, including those related to the acquisition. Turning to capital allocation and the balance sheet. Our longer term capital allocation priorities remain unchanged. We will prioritize allocating free cash flow to fund high return, organic and inorganic growth investments, while opportunistically returning capital to shareholders. However, as we've discussed, our near term priority remains focused on delevering to 2.5 times or below on a 2026 exit rate basis.

[Brad Lakhia, SVP & CFO at CBIZ]

In addition, over the near term, we will maintain a financially disciplined and prudent approach to minimizing the impact of the acquisition related shares. And as an acquirer of choice, we will continue to pursue appropriate strategic opportunities. Therefore, our path to delevering may not be linear. However, the strength of our business model and our ability to generate meaningful free cash flow provide us confidence we can invest and achieve our target leverage simultaneously. Our net debt ended the quarter at approximately $1,600,000,000 representing 3.7 times leverage or two tenths lower than the end of the first quarter.

[Brad Lakhia, SVP & CFO at CBIZ]

We ended the quarter with approximately $400,000,000 of available liquidity under the revolver. In the second quarter, we repurchased approximately 1,000,000 shares at a value of approximately $71,000,000 As I mentioned on our first quarter call, on May 1, nearly 4,400,000.0 shares became eligible for sale by our legacy market partners, and we retain a contractual first right to purchase these shares. Therefore, our second quarter repurchase activity reflects decisions we exercised under the contractual right and also reflects our commitment to the prudent financially disciplined principles I mentioned earlier. Normalizing for the $71,000,000 in share repurchases, our leverage would have ended approximately at approximately 3.5 times, which is slightly better than our expectations. Turning to guidance, we are maintaining our revenue and earnings guidance.

[Brad Lakhia, SVP & CFO at CBIZ]

As Jerry discussed, we now expect the market conditions experienced in the first half to persist for the remainder of the year, and therefore, anticipate our revenue for the year to be at the low end of our guidance of 2,800,000,000.0 to $2,950,000,000 This compares to 2024 pro form a revenue of $2,790,000,000 reported in our twenty twenty four ten ks, which for our internal purposes, we adjust downward by approximately $75,000,000 for the items that we have previously described as known items, which include acquisition related client conflicts, declines in the SEC related business, including SPAC related revenue and the impact of business divestitures. Our guidance and modeling support is included on Page 21 of our investor presentation. Please note on Page nine, we have updated our estimated recurring and nonrecurring revenue mix to now include our SEC practice in nonrecurring given its market dependent attributes. We now estimate a recurring and non recurring mix of seventy two percent and twenty eight percent, respectively. Finally, on page 20, we have included some new analysis summarizing the value of the cash tax benefit associated with the acquisition related goodwill amortization.

[Brad Lakhia, SVP & CFO at CBIZ]

With that, I'll turn the call over to the operator for questions.

[Operator]

We will now begin the question and answer session. To ask a question, you may press star then one on your touch tone phone. If you are using a speakerphone, please pick up your handset before pressing the keys. Our first question comes from Andrew Nicholas of William Blair. Please go ahead.

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

Hi, good afternoon. Thanks for taking my questions. First, I wanted to talk on the advisory business. Obviously, it was part of the reason for the guide down last quarter. It sounds like things haven't really changed a whole lot.

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

But if you could speak a little bit more to kind of what you saw throughout the quarter, did May and June look any better than April? And then tied to that, when you talk about being at the low end of guidance, is the assumption embedded in there that there is no improvement from here? I just want to make sure that that's clear.

[Jerry Grisko, President & CEO at CBIZ]

Yes, Andrew. Thank you. It's Jerry. Let me answer the second part of that question first, which is the guidance for the rest of the year suggests that the second half will look much like the first half. And you're right, the first half, while we're very pleased with relatively flat performance within that business of coming off of high watermarks in 'twenty four and in the years before that.

[Jerry Grisko, President & CEO at CBIZ]

So we're really happy to be able to maintain that. In this environment, as you continue to see across the middle market, clients are really kind of sitting on the sideline and in many times, in many instances, just waiting for more stability before they move forward with anything that's discretionary. So all the headlines say that. Our competitors continue to experience that anecdotally when we speak with them. And that's what we're seeing too.

[Jerry Grisko, President & CEO at CBIZ]

But all in all, again, that we're able to maintain at least the level performance that we've seen, over the past couple of years, it's just been hard to grow on top of that in this environment.

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

It.

[Brad Lakhia, SVP & CFO at CBIZ]

Andrew, just to add to that, I think you might recall when we discussed Q1 results and we updated the guidance, we I think we spoke of them as somewhat unknown things or unknown items that occurred or that came our way in Q1 that we really fully didn't expect. And we quantified that as around $20,000,000 And I believe I kind of reflected that the low end of the guidance at that point in time in part was established assuming that, that Q1 run rate of $21,000,000 would persist for the rest of the year. So it just supports what Jerry says. It's reflected in our remarks.

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

Got it. Thank you. Next question I have is just on the pricing commentary. I guess, part question again, if you don't mind. I guess, is there a particular part of the business where that pushback on pricing is more pronounced?

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

Do you have any sense of or opinion as to how much of that is cyclical versus maybe having reached some sort of structural limit? And lastly, does it change your optimism or maybe you could speak to your optimism on potential pricing improvements in the Markham business?

[Jerry Grisko, President & CEO at CBIZ]

Yes, those are all great questions. Let me address the structural change first. I don't think we've reached the limits of what we're going to be able to do in pricing. I think what we've experienced year to date is really market driven. As I stated in the comments, we were really pleased over the past several years to really be able see kind of high single digit, rate increases year over year over year.

[Jerry Grisko, President & CEO at CBIZ]

And we continue to push those things. We went into this year, expecting that we'd see similar pricing. It wasn't until we sent those bills in and started to receive kind of comments back and pushback from the clients that we made the realization adjustments. But even at a 4% price increase or kind of mid single digits, low to mid single digits in this environment. We're pleased that we're able to get that.

[Jerry Grisko, President & CEO at CBIZ]

And again, it's a testament to the value that we bring to the client relationship. So that's what we're seeing. I think when the market improves, we will be able to resume the same levels of pricing that we've historically seen. The other opportunity and the one that you raised is that our pricing discipline, the tools that we have, the reporting we have, the training that we put around it, really is not reflected in the markup numbers. And so we're just beginning that today.

[Jerry Grisko, President & CEO at CBIZ]

Now with that said, historically, they've just been intuitively good at it. Their pricing has historically reflected very similar trends to ours as far as we can see. But we think that they'll be able to do even better when we bring the reporting, the tools, the training, the methodology to it. So I think very bullish looking forward. What we're seeing in the first six months is just a reflection of market conditions.

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

Makes sense. Thank you. And then maybe my last question for me is just, it sounds like you're pulling back on some spending to manage the bottom line, which is obviously a great part of the model. Just wondering how much of that could be attributed to Markham synergies? Or are those 25,000,000 plus or more still mostly a 26,000,027 million event? Thank you.

[Brad Lakhia, SVP & CFO at CBIZ]

Yes. Andrew, I'll take that question. So I think I'll say a couple of things. I'll just reiterate what I said in my remarks. The if you look at our margin, our EBITDA margins that we reported, I commented on the fact that about 400 call it 400 for year to date and about 300 basis points, in the quarter of that year over year margin improvement is driven by kind of the management of incentive compensation as well as other discretionary items.

[Brad Lakhia, SVP & CFO at CBIZ]

Most of that is incentive compensation, just to give you a little bit more insight into that. The discretionary items, as we're bringing these organizations together, it becomes a little bit more difficult to of narrow in on where we're going to land with those ultimately. But Jerry did mention we're operating with nearly four fifty folks on a combined basis lower year over year. So as a result of that, the non personnel related costs that come with that, we expect to be able to continue to capture the benefits of that. On the synergy part of your question, I will just say we're not in a position where we're ready to update our outlook on synergies, but we are gaining more and more line of sight to not only the 25%, but really clearly surpassing that.

[Brad Lakhia, SVP & CFO at CBIZ]

And when the time is right, we look forward to providing, you and the others in our investment community an update on that. But we're very confident in terms of where we're at with the 25%, and we're realizing those sooner than 2026 at this point. So that's helping us mitigate some of the headwinds we're seeing in our business as well.

[Andrew Nicholas, Research Analyst - Global Services at William Blair]

Great. Thank you very much.

[Jerry Grisko, President & CEO at CBIZ]

Thanks, Andrew.

[Operator]

The next question comes from Christopher Moore of CJS Securities. Please go ahead.

[Christopher Moore, Director & CEO at Gogo]

Hey, good afternoon guys. Thanks for taking a couple. So maybe we can talk about the integration costs. I know that you're targeting $75,000,000 for the year. I think first half was 34.8 or something like that.

[Christopher Moore, Director & CEO at Gogo]

Just trying to understand the bigger buckets or certain pieces of this done already or just any more granularity you could give on those costs would be helpful.

[Brad Lakhia, SVP & CFO at CBIZ]

Yes. So we will I would say, Chris, just to say what you said, we still have in our outlook or in our guidance reflected the $75,000,000 on a full year basis. So, we confident that we'll be at that or below. In terms of the year to date, the nature of most of what we are reflecting in integration expenses is really twofold. There's really the bringing together of the organization and kind of the people related costs that come with that.

[Brad Lakhia, SVP & CFO at CBIZ]

And then the second piece would largely be advisor related costs, that we experienced largely more in the first part of the year or the first quarter of the year. So that's really the two broader buckets of what's coming through there.

[Christopher Moore, Director & CEO at Gogo]

Got it. And are there additional integration costs likely for 2026?

[Brad Lakhia, SVP & CFO at CBIZ]

Yes. There will be. We'll continue to expect further integration costs next year. We'll give you when the time's right as we roll out guidance for 2026, we'll give you an update on that. But at this point in time, we would estimate them to be about the same levels as what we're experiencing this year.

[Brad Lakhia, SVP & CFO at CBIZ]

In other words, the '75. I can give you more context on that as we're ready to cross that bridge, but that's our guidance. And I think that's pretty consistent with what we laid out, when we, published the proxy and announced the transaction.

[Christopher Moore, Director & CEO at Gogo]

Got it. I appreciate that. In terms of just a little granularity maybe on free cash flow for '25, can you give a sense as to I know we're talking about trying to get to 2.5x leverage by the '26. Just not sure if it's pretty smooth between 2025 and '26, if it's back half loaded, just any thoughts on free cash flow?

[Brad Lakhia, SVP & CFO at CBIZ]

Yes. I mean, Chris, as you know, our business model, we have a pretty notable use of working capital, particularly in the first quarter, the first really the first four months of the year. Two drivers of that. One, we end up paying incentive compensation in the first quarter. That can be pretty lumpy in most years.

[Brad Lakhia, SVP & CFO at CBIZ]

So there's that. And then as we get into busy season, obviously, we're accumulating pretty significant work in process and accounts receivable. And then we collect on that really the balance of the year. We have a little bit of a second busy season, call it, in Q3, but that really isn't as notable as what we experienced in Q1. So I would say, overall, the profile of our cash flows that we've you've seen and been accustomed to under legacy CBIZ, would be similar going forward.

[Brad Lakhia, SVP & CFO at CBIZ]

Obviously, what you have, you have updated for the higher levels of interest expense and then the update in terms of our effective tax rate and what we expect there as well as cash taxes. So those would be the updates versus our historical.

[Christopher Moore, Director & CEO at Gogo]

Got it. Maybe just the last one for me, a little more qualitative. I mean, you closed the Markham deal, I don't know, eight or nine months ago. Biggest surprises, positive or negative to this point?

[Jerry Grisko, President & CEO at CBIZ]

Yeah, Chris, it's funny. We talk a lot about this internally. I would say without question, the most pleasant surprise we have is the quality of the team. Just exceptionally talented people, exceptionally talented leadership, great clients, great collaboration. Really, you bring two organizations together, and you never know how well those teams are going to fit together.

[Jerry Grisko, President & CEO at CBIZ]

But to a person, we form these industry groups. We brought people from both organizations together to lead them and to take them forward. And all of that has been really much better than expected. We always have bumps along the way, some friction in some of our processes and how they translate into client experiences or team member experiences, we've been quick to identify those and get on those and knock those things down. And I think that's also been very positive and very well received by the team.

[Jerry Grisko, President & CEO at CBIZ]

So all in all, very good. But listen, we're not taking anything for granted. We're out in these markets all the time, making sure that we understand how this is translating into the team member experience and the client experience. We're really pleased to date, but we're going to stay on

[Christopher Moore, Director & CEO at Gogo]

appreciate it. I'll leave it there, guys. Thank you.

[Brad Lakhia, SVP & CFO at CBIZ]

Thanks, Chris.

[Operator]

Our next question comes from Mark Riddick of Sidoti. Please go ahead.

[Marc Riddick, Senior Equity Analyst at Sidoti & Company, LLC]

Hey, good evening.

[Brad Lakhia, SVP & CFO at CBIZ]

Hey, Mark.

[Marc Riddick, Senior Equity Analyst at Sidoti & Company, LLC]

I wonder if you could talk a little bit about another quarter in now on the integration. I was wondering if you could talk a little bit about additional learnings or maybe some of things that you may have picked up as far as client feedback on the transaction, maybe what you're hearing from them that might be separate from the macro type situation, but maybe just sort of give a bit of an update as what you're learning from them and what their feedback on the transaction has been.

[Jerry Grisko, President & CEO at CBIZ]

Yeah, let me start here, Mark. As we said, we really did very little to really impact client as best we could. Client experience kind of through the busy season, we wanted our teams to be unencumbered. We wanted our clients to have an exceptional experience. So we really tried as best we can not to do anything that would really impact the client relationship.

[Jerry Grisko, President & CEO at CBIZ]

We're just early stages now. If you figure, you start on that May 1, we're pretty early stages. But all in all, I think we're off to a really good start. I think you could look at our business in the advisory side and say, all is going very well, the tax side all going very well. On the Attest side, that was kind of the reference I had before.

[Jerry Grisko, President & CEO at CBIZ]

We took a couple of steps that early on just well intended, but some of the processes we had in place caused some kind of friction in the client intake and client acceptance procedure, some methodology things. We've course corrected all of that. In fact, we've completely restructured, along with our partners on the CVCPA side, the way that we operate that business and our focus on really the experience, the team member experience and the client experience. So I think we're in really good shape there. But you learn a lot along the way, and we continue to adjust as we hear those things and learn those things.

[Marc Riddick, Senior Equity Analyst at Sidoti & Company, LLC]

Great. And then I was wondering if we could shift a little bit back to the commentary around the discretionary spend trends and sort of what folks are holding back on around the headlines and the like. I was wondering if you could talk a little bit about maybe some of the pockets there that are most notable. I mean, I imagine some of the M and A related type discretionary work might be part of that, but maybe you could share some of the thoughts of maybe what you're seeing there that's maybe most notable.

[Jerry Grisko, President & CEO at CBIZ]

Yes, I'm going put it into two kind of two distinct buckets, right? Let's talk about the work that you're talking about, which is M and A related. As you know, the profile of CBIZ really today is no different than it was historically, in that we have a very high value outstanding service line with anything that's M and A related, our TAS work and all the related work around that. Markham brought a similar practice into us, so very complementary that way. But the reality is that when there's a lot of activity in that space, we do more.

[Jerry Grisko, President & CEO at CBIZ]

And when the market is, as we've seen it over the prior six months, there's just less activity there. Our team's done an outstanding job of creating work. What we're seeing in that work is that the transaction sizes are smaller, but there's more volume of them, right? So that's really what we're seeing. Like I said, in my comments, we're really pleased to be holding, at size, and with the baseline that we came into 2025.

[Jerry Grisko, President & CEO at CBIZ]

But it's really hard to grow on top of that exceptional kind of baseline in this environment with these market conditions. So pleased with what we're doing. And listen, well positioned so that when the market begins to improve, we've got the team and we've got the service lines to be able to continue to grow beyond this. But, pleased with what we're seeing, so far, but not seeing as much growth as a result of market conditions. I said two buckets.

[Jerry Grisko, President & CEO at CBIZ]

The other bucket is really the SEC, a test related practice that Mark had brought to us. That's an outstanding value proposition to CBIZ and to our clients and to the market. But that too is also very market condition related, right? So when market conditions are favorable, they are one of the go to firms for that type of work. But it is more transactional than we expected it to be.

[Jerry Grisko, President & CEO at CBIZ]

And we just haven't seen a lot of IPOs. We haven't seen a lot of debt issuances. We haven't seen a lot of the type of work that we do to support our clients that are in need of those things. And again, market conditions. So a great practice, one that we're committed to, one that we think brings high value to the market, high value to our clients.

[Jerry Grisko, President & CEO at CBIZ]

But compared to certainly its peak, which was kind of mid-twenty twenty three, that business is down pretty substantially.

[Marc Riddick, Senior Equity Analyst at Sidoti & Company, LLC]

Thank you very much.

[Operator]

This concludes our question and answer session. I would like to turn the conference back over to Mr. Jerry Griscoe for any closing remarks.

[Jerry Grisko, President & CEO at CBIZ]

Thank you. I want to wrap up today with a couple of key takeaways. Despite the unfavorable market conditions through the first six months that have impacted portions of our business, we're very pleased to continue to deliver strong earnings in the second quarter and year to date, which is a testament to the strength of our business model. As we continue to demonstrate with a high proportion of essential recurring services, high client retention rates, strong cash flow and disciplined cost controls, we remain well positioned for continued growth and success in all business climates. Further, the revenue initiatives discussed earlier, along with the benefits of the recently passed tax legislation, are expected to generate increased demand for our services through the remainder of 2025 and beyond.

[Jerry Grisko, President & CEO at CBIZ]

Also notable is that tomorrow marks the first year anniversary of the announcement of the Markham transaction. This has been a monumental time for our business, our clients, our industry and especially our team members. The Markham acquisition is one of the most important and value creating strategic decisions in our history and positions us for even long term longer term to deliver top line growth, margin improvement and even greater stakeholder value than we could have achieved without that transaction. In closing, I want to recognize the tremendous effort, commitment and resilience of our entire team. Everything that we've accomplished in such a very short period of time is made possible because of our people and their dedication and commitment to our clients.

[Jerry Grisko, President & CEO at CBIZ]

So I offer a special thank you to each one of you who may be listening on the call today. And as I always do, I want to thank our shareholders and analysts for joining the call and for continued support. With that said, I'll conclude the call. And thank you for joining us.

[Operator]

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

Participants

Executives

• Lori Novickis, Director of Corporate Relations
• Jerry Grisko, President & CEO
• Brad Lakhia, SVP & CFO

Analysts

• Andrew Nicholas, Research Analyst - Global Services at William Blair
• Christopher Moore, Director & CEO at Gogo
• Marc Riddick, Senior Equity Analyst at Sidoti & Company, LLC