Exhibit
99.2
MAXIMUS
QUARTERLY EARNINGS CALL David N. Walker Chief Financial Officer and Treasurer
1st Quarter Fiscal 2007 February 8, 2007
Confidential
2 Q1 FY07 Financial Results ($ in millions except EPS) Income (Loss) Revenue
Before Taxes EPS Base without Ontario Contract 165.2 $ 14.8 $ 0.44 $ Ontario
Contract (3.6) (4.0) (0.12) Subtotal Base Operations 161.6 10.80 0.32 Texas
Projects TX Operations 11.6 (11.9) (0.35) AR Provisions (12.1) (12.1) (0.36)
Legal Provisions - (3.0) (0.09) Subtotal Texas Project (0.5) (27.0) (0.80)
Total
Company 161.1 $ (16.2) $ (0.48) $
Confidential
3 Consulting Segment • Revenue was $24.7 million for the quarter; up 4.3% •
Operating income totaled $2.8 million for the quarter; an operating income
margin of 11.4% • Continues to meet expectations; can fluctuate as a result of
timing associated with completion of work and customer required actions or
work
acceptance - Currently expect Q2 operating income to be softer with a return
to
relatively higher margins for the second half of FY07
Confidential
4 Systems Segment • Revenue in Q1 totaled $34.5 million; lower compared to Q1
FY06 • Operating loss in Q1 of $1.6 million; related to weakness in the
Educational Systems division • Large software licensing contracts take longer to
negotiate and implement and generally require license revenue to be recorded
ratably • 2007 will be a transition year for Systems
Confidential
5 Operations Segment • Revenue totaled $101.9 million for Q1 and was reduced by
$16.0 million as a result of the Texas and Ontario provisions • Lost $16.0
million in Q1 - $11.9 million pre-tax operating loss in Texas - $12.1 million
provision in Texas for outstanding receivables - $ 4.0 million loss provision
for the Ontario project • Normalized operating margin - Excluding Texas 7.7% -
Excluding Texas and Ontario 11.7%
Confidential
6 Other P&L Items • Expect total Company margins may return to more
normalized levels later FY07; depending on Texas outcome • SG&A as a
percentage of revenue was adversely impacted by the revenue reductions in
Q1 of
approx. $16.0 million - SG&A expense remained relatively flat sequentially
to the Q4 FY06 - The reductions in revenue have caused SG&A as a percentage
of revenue to increase • Other income was $0.5 million; result of currency
losses of approximately $0.7 million, offset by a comparable amount relative
to
the gain on the sale of the corrections business - closed Q1
Confidential
7 Balance Sheet and Cash Flow $166.9 $201.1 $184.5 $185.8 $170.8 Total AR
$39.9
$47.7 $45.3 $46.2 $47.2 Unbilled AR $126.9 $153.4 $139.2 $139.6 $123.6 Billed
AR
Q1 07 Q4 06 & FY 06 Q3 06 Q2 06 Q1 06 • Cash, cash equivalents, and
marketable securities of $163.8 million • Accounts receivable totaled $166.9
million - $2.2 million in long-term accounts receivables; classified within
other assets on the balance sheet • Solid headway made in unbilled receivables;
reflection of efforts to achieve better contract terms and complete older
fixed
price, milestone contracts • DSOs improved to 96 days driven by strong
collections and AR management
MAXIMUS
QUARTERLY EARNINGS CALL Richard A. Montoni President and Chief Executive
Officer
1st Quarter Fiscal 2007 February 8, 2007
Confidential
9 Operational Items on Texas Three Main Components to the Project: • Children’s
Health Insurance Program (CHIP) - Transitioned the majority of operations
to
Accenture - Remaining ramp down in the next few weeks • Medicaid Enrollment -
Assessing our role on this program on a go-forward basis • Integrated
Eligibility - Notified Accenture of intent to pursue termination of the
subcontract; If not cured by February 16, 2007 - Potentially begin the
transition of the integrated eligibility operations as early as
mid-February
Confidential
10 Operational Items on Texas • Texas losses of $27.0 million pre-tax ($24
million related to operating loss and AR provision, $3 million for legal
provision) • Expect Texas operating losses to trend down - Expect between $13 -
$18 million of pre-tax losses in 2Q - Full year pre-tax loss $45 - $55 million
range • Texas likely to become less of an operational issue and the large
recurring losses may move off the P&L in the next few months. -
Responsibility for the losses will be an element of the arbitration proceedings
- Texas should require less operational oversight and enable focus on
strengthening the remainder of base business
Confidential
11 Arbitration Process • Timeline of Arbitration Process with Accenture -
Arbitration panel is not finalized - Following finalization of the panel
-
expect a discovery phase which may take several months - Hearing would probably
occur sometime in 2008 • We remain confident in the merits of our case • Each
side claiming damages in excess of $100 million • Limit of liability on the
Texas subcontract $250 million
Confidential
12 • Provision for receivables for systems implementation project in Ontario -
Beyond our core Child Support operations; traditionally focus on the front
end
case management and call center operations - Client came by referral from
peer
customer - No longer performing work on the project and expect no further
operating losses - Continuing dialogue to finalize a resolution; could end
up in
litigation - The contract sets forth a limitation of liability; cap our exposure
at $4.3 million (USD) Ontario, Canada Project
Confidential
13 • Contracts were written years ago under different protocols, policies, and
procedures - Identify issues in existing projects as we finish work on them
-
Mitigate future risk in new projects • Issues typically arise in the project
life cycle in three main areas - Contract terms, project start up, and bidding
•
Important steps to root out problems before they surface - Contracts
Administration and Quality and Risk Management - Created centralized contract
management process Addressing Legacy Challenges
Confidential
14 Old Approach • Not subject to a formal internal contract review • Emphasis on
driving sales • Contract was signed with unclear back ended milestones • Not
enough clarity on what constituted completion • Resulted in cost overruns New
Approach • Formal internal review conducted • Elevated to senior executive bid
review committee (BRC) • Rigorous review processes ensures key criteria are met
and more favorable terms are negotiated • Achieved goal by negotiating with
clients up front to clearly define milestones, completion, and payment terms
New
Contract Approach Example
Confidential
15 QA organization conducts a number of key reviews for existing projects
•
Reviews include: - Independent Verification and Validation - IV&V reviews -
Full detailed field reviews - Self assessment reviews Quality & Risk
Management
Confidential
16 • Not a one quarter fix - Aggressive implementation oversight - Moving from
an entrepreneurial approach to one that is more disciplined and driven by
the
bottom line - Represents a cultural shift within our organization • Elements in
fixed priced contracts have been a recurring source of financial
underperformance - Need to shift away from fixed price conditions for certain
contract components • Data conversions • Systems interface • Report generation
Mitigate Levels of Future Risks
Confidential
17 • Earnings in the short term will come from optimizing the existing base
business - Long-term growth is contingent upon bringing in new, profitable
business - New sales awards and current pipeline reflect emphasis on “singles
and doubles” rather than home runs • Awarded a new Health enrollment broker job
- Should contribute $30 million over the 5-year term of the contract • Overall
year-to-date sales are down compared to FY06; jobs won thus far reflect smaller
projects in core competency and a more disciplined approach to new business
•
Long term growth is not tied to the performance of one large, complicated
project New Sales and Pipeline
Confidential
18 • Year-to-date signed contract wins - $80 million • New contracts pending -
$142 million • Overall pipeline - $1.3 billion - Sales opportunities across all
segments of the business • Pipeline is healthy with many opportunities; jobs up
to $50 million New Sales and Pipeline
Confidential
19 • Booked a gain on the sale of our corrections business • Exited the student
loan business • Possible there may be additional dispositions in 2007 • Continue
to review the business portfolio; no plans finalized
Dispositions
Confidential
20 • Estimate revenue for fiscal 2007 to be in the range of $710 - $730 million;
reflects the impact from the Texas project • Incur pre-tax losses on the Texas
project for fiscal 2007 of $45 - $55 million - Q2 Texas loss to range between
$13 - $18 million; abate substantially in 2nd half of FY07 • Base operations
will deliver a diluted EPS range between $2.00 - $2.10; includes $4.0 million
impact from the Ontario project in Q1 • Total Company diluted earnings per share
for FY 07 between $0.40 - $0.80 FY07 Guidance
Confidential
21 • Took necessary steps in the quarter to clean up legacy issues and position
MAXIMUS for long-term profitable growth • Failing a cure, transition IE
component of the Texas project starting as early as this month. The transition
of the CHIP program has largely been completed • More accountable structure for
size and caliber of company • New business we are winning provides for more
favorable terms and meets our more stringent review process • Disciplined steps
taken with fewer unknowns today than there were a year ago and more compelling,
sustainable opportunities for growth. Conclusion