Robert Half Q3 2026 Earnings Call - VITRIA TECHNOLOGY INC

Please stand by. Hello and welcome to the Robert Half Third Quarter 2026 conference call. Today's conference call is being recorded. If you'd like to ask a question during the Q&A portion of the call, please press star and the number 1 on your telephone keypad. Our hosts for today's call are Mr. Keith Waddell, President and Chief Executive Officer of Robert Half, and Mr. Michael Buckley, Chief Financial Officer. Mr. Waddell, you may begin. Hello, everyone. We appreciate your time today. Before we get started, I'd like to remind you that the comments made on today's call contain forward-looking statements, including predictions and estimates about our future performance. These statements represent our current judgment of what the future holds. However, they're subject to the risks and uncertainties that could cause actual results to differ materially from the forward-looking statements. These risks and uncertaincies are described in today's press release and our most recent 10-K and 10-Q filed with the SEC. We assume no obligation to update the statements made on today's call. During this presentation, we may refer to certain non-GAAP financial measures as adjusted. Adjusted revenue growth excludes the impact of billing day variations and foreign currency exchange rates. Adjusted gross margin, SG&A, and operating income reflect the combining of investment gains and losses related to employee deferred compensation plans with corresponding changes in those obligations. These items have no impact on reported net income. Reconciliations and additional information are included in the supplemental schedules to our earnings release. For your convenience, our prepared remarks for today's call are available in the Investor Center of our website, roberthalf.com. For the third quarter of 2026, global enterprise revenues or $1.359 billion, roughly flat with last year on an adjusted basis. Talent solutions returned to adjusted year-over-year revenue growth for the first time since 2022, with revenues increasing 2%. Global enterprise earnings exceeded the midpoint of our third quarter guidance. Hiring activity continues to improve, supported by gradually improving market conditions. Demand for risk and compliance consulting services also showed encouraging signs of improvement during the quarter. Our combination of innovative technology, specialized expertise, and high-touch client service positions us well to deliver the talent and consulting solutions clients need to advance their business priorities. Net income per share in the third quarter was $0.49, up 14% from $0,43 a year ago. This marked the first year-over-year increase in quarterly earnings per share since 2022. Cash flow provided by operations during the quarter was 66 million. In September, we distributed a $0.59 per share cash dividend to our shareholders of record for a total cash outlay of $59 million. Return on invested capital for the company was 17% in the third quarter. Now, I'll turn the call over to our CFO, Mike Buckley. Thank you, Keith. Hello, everyone. As Keith noted, global revenues were $1.359 billion in the first quarter. third quarter. On an adjusted basis, third quarter talent solutions revenues were up 2% year-over-year. U.S. talent solutions avenues were $670 million, up 3% from the prior year's third quarter, non-U.S.-talent solutions revenues where $206 million, down 1% year- over-year, Our contract talent operations achieved adjusted year-over-year revenue growth of 1%, and permanent placement operations delivered 6% growth. We conduct talent solutions operations through offices in the United States and 18 other countries. In the third quarter of 2026, there were 64.6 billing days compared to 64.2 billing days in the third quarter one year ago. The fourth quarter of 2026 has 61.1 billing days compared to 61.4 billing days in the fourth quarter 2025. Billing days for the four quarters of 2027 will be 61.5, 63.7, 64.5 and 61. 5 for a total of 251.2 billing days in the year. Currency exchange rate fluctuations during the third quarter had a de minimis impact to reported revenues. Contract Talent Solutions bill rates for the third-quarter increased 3.6% compared to one year ago, adjusted for changes in the mix of revenues by functional specialization, currency, and country. This rate for the second quarter was 2.3%. Now let's take a closer look at results for Protivity. Global revenues in the third quarter were $483 million. $383 million of that is from the United States, and $100 million is from outside of the United Saints. On an adjusted basis, global third quarter productivity revenues were down 3% versus the year-ago period. U.S. productivity revenues Were down 5%, while non-U.S.-productivity revenues were up 2% compared to one year ago. Protiviti and its independently owned member firms serve clients through locations in the United States and 27 other countries. Turning now to gross margin, in contract talent solutions, third quarter gross margin was 39.3% of applicable revenues versus 38.9% in the third quarter one year ago. Conversion or contract to hire revenues were 3.4% of contract revenues in the current quarter compared to 3.2% in the third corner of 2025. Our permanent placement revenues were 13.4 percent of consolidated talent Solutions revenues in the current quarter compared to 12.9% in the third quarter of 2025. When combined with Contract Talent Solutions gross margin, overall gross margin for Talent Solutions was 47.4% of applicable revenues in current quarter, compared to 46.7% in third quarter of 2025. For productivity, gross margin was 24.2% of productivity revenues in the third quarter and 20.9% in the third quarter one year ago. Adjusted gross margin for productivity was 24% for the quarter just ended compared to 23% last year. Enterprise SG&A costs were 33.6% of global revenues in the third quarter compared to 36.2% in the same quarter one year ago. Adjusted enterprise SG&As costs were a 33.8% for the quarter just ended compared to 33.5% one year. Talent Solutions SG&A costs were 43.2% of Talent Solutions revenues in the third quarter versus 48.2 percent in the 3rd quarter of 2025. Adjusted Talent Solutions SGA costs were forty three point four percent compared to forty three point nine percent for the third-quarter one year ago. Third quarter SG&A costs for productivity were 16.4% of productivity revenues compared to 15.5% for the same quarter one year ago. Reported operating income for the third quarter was $75 million. Adjusted operating income was $73 million in the quarter or 5.3% of revenues. This compares to $61 million or 4.5% of revenues one year ago. Third quarter adjusted operating income for Talent Solutions was $36 million or four percent of revenues. This compares $24 million or 2.8% of revenue last year. Adjusted operating income productivity in the third quarter was $37 million or 7.7% of revenues. Adjusted operating income for productivity in the third quarter one year ago was $37 million, or 7.5% of revenues? Our third quarter 2026 income statement includes a $2 million loss from investments held in employee deferred compensation trusts. This is completely offset by an equal amount of lower employee deferered compensation costs, which are reflected in SG&A expense and direct costs. As such, it has no effect on a reported net income. Our third quarter tax rate was 33% in both the current quarter and the third quarter one year ago. At the end of the third quarterly, accounts receivable were $826 million, and implied day sales outstanding, or DSO, was 54.8 days. Before we move to fourth quarter guidance, let's review some of the monthly revenue trends we saw in the third quarter and so far in October, all adjusted for currency and billing days. Contract talent solutions exited the third quarterly with September revenues up 1% versus the prior year, the same as the 1% increase for the full quarter. Revenues for the first two weeks of October are up 2% compared to the same period last year. Permanent placement revenues in September were up 5% versus September 2025. This compares to a 6% increase for the whole quarter. For the first three weeks in October, permanent placement revenues were up 5% compared to the same period in 2025. We provide this information so that you have insight into some of the trends we thought during the third quarter and into October. But as you know, these are very brief time periods. We caution against reading too much into them. With that in mind, we offer the following fourth quarter guidance. Revenue, $1.285 billion to $1,385 billion. Income per share, $0.36 to $0,046. Midpoint revenue of $1.,335 billion are 3% higher than the same period in 2025 on an adjusted basis. Midpoint earnings per share of $0.41 and are 30% higher than last year. Our midpoint revenue guidance for the fourth quarter reflects year-over-year revenue growth of 3% for Talent Solutions and 2% for Proactivity. The major financial assumptions underlying the midpoint of these estimates are as follows. Adjusted revenue growth year-over-year for talent solutions, up 1% to 5%. For productivity, flat to up 4%. Overall, up one to 5% Adjusted gross margin percentages. Contract talent, 38% to 40%. Productivity, 22% to 25%. Overall, 37% to 40%. Adjusted SG&A as a percentage of revenue for talent solutions, 43% to 45%. For productivity, 16% to 18%. And overall, 33% to 35%. Adjusted operating income as a percent of revenue for talent solution, 2% to 4%. For productivity, 6% to 8%. Overall, 3% to 5%. The assumed tax rate, 31% to 33%. And shares outstanding, 100.5% to 101.5 million shares. 2026 capital expenditures and capital cloud computing costs, 60 to 70 million, with 15 to 20 million in the fourth quarter. For the first quarter of 2027, we offer the following directional observations. Number one, historically, productivity Q1 segment margins seasonally declined by mid-single-digit percentage points on a sequential basis. There are two primary drivers. Internal audit revenues are negatively impacted as clients focus instead on annual financial statements and related external audits. In addition, productivity employees receive annual compensation adjustments effective January 1st, which are recovered through pricing adjustments realized as client contracts are negotiated. Segment margins then improve accordingly. Based on this, first quarter consolidated operating margins have historically been one to two percentage points lower sequentially than the fourth quarter. Number two, there is typically more variability in the Q1 tax rate compared to other quarters related to the vesting of our employee stock compensation awards. We currently expect the Q2 tax rate to be between 36% and 40%. All estimates we provide on this call are subject to the risks mentioned in today's press release and in our SEC file. Now, I'll turn the call back over to Keith. Thank you, Mike. Our third quarter results reflect continued improvement in our talent solutions operations and productivity. Both contract talent solutions and permanent placement achieved year-over-year revenue growth. Technology remains the strongest performing practice group within contract talent solutions, while finance and accounting also returned to year-over-year revenue growth. Across markets, clients remain focused on securing specialized expertise for high-priority initiatives, particularly in the areas such as technology modernization, data, cybersecurity, and IT infrastructure. Small and mid-sized businesses continue to face significant challenges finding the skilled talent they need. According to latest NFIB data, labor quality and availability is a top business problem, reflecting a persistent skills gap that highlights the value of Robert Half's ability to connect clients with highly experienced professionals who can make an immediate impact. Macroeconomic and geopolitical uncertainty continues, including impacts to inflation and interest rates. Against this backdrop, organizations large and small remain resilient and are steadily increasing their investment in opportunities to modernize operations and strengthen their competitive position. Whether implementing new technologies, improving productivity, or advancing strategic initiatives, organizations need specialized talent and expertise to execute effectively. These investments create opportunities for our talent solutions and consulting services. Highly skilled professionals remain difficult to find, particularly in specialized disciplines. In-demand candidates have choices and remain focused on flexibility, career development, and competitive compensation. These conditions play to Robert Half's strengths, including our ability to quickly connect employers with specialized talent possessing the skills and experience organizations need. AI has increasingly become part of how work gets done across the professions we serve. Rather than broadly displacing specialized roles, these technologies are instead adding to the skills employers value and increasing the importance of professionals who compare strong functional expertise with AI fluency, critical thinking, and sound judgment. The ability to assess and validate AI-generated outcomes is becoming an increasingly important part of that skill set. At the same time, the growing use of generative AI by job seekers is making it more challenging for employers to distinguish between candidates' stated qualifications and demonstrated capabilities. This underscores the value of our candidate evaluation and vetting processes, combining proprietary performance insights, rigorous skills assessment, and the judgment of our recruiters to help clients hire with greater confidence. As these challenges become more widespread, our ability to identify and validate highly capable talent represents an increasingly important competitive advantage. Beyond its impact on the hiring process, AI adoption is also creating new opportunities for specialized talent. Whether related to AI exploration or for implementation across their operations, we are seeing growing demand for highly qualified talents to support this transition. This includes professionals with expertise in technology, data, finance, and business transformation as well as those who can apply emerging technologies with their respective disciplines. These evolving requirements reinforce the value of our specialized recruiting expertise and deep understanding of the skills employers need. Protivity's results exceeded our expectations for the quarter with every major solution or capability area above forecast. Technology consulting, again, posted all-time high quarterly revenues with high demand for platform transformation, cybersecurity, data-related, and AI engagements. The risk and compliance practice made significant progress during the quarter, which is expected to continue. Leading the way were engagements to help clients address existing enforcement actions where regulators required further improvements to the quality and effectiveness of their anti-money laundering programs. Demand Across Pertivity's broader solution offerings remain solid with a growing and diversified pipeline of opportunities. We expect Pertivity to return to year-over-year revenue growth in the fourth quarter. Our ability to strategically leverage contract professionals through our talent solutions business remains a distinct competitive advantage, enabling us to deliver flexible solutions for clients while strengthening collaboration across the enterprise. We're encouraged by the progress in our business and remain confident in the opportunities ahead. As businesses navigate changing technology, workforce, and operational requirements, we see continued opportunities to help clients access the expertise they need to adapt, execute, and grow. Our purpose has never been more relevant, helping companies succeed through specialized talent and consulting expertise while helping people build meaningful careers. Backed by our trusted brand, exceptional people, innovative capabilities, and diversified business model, we remain confident in our ability to create long-term value for our clients, our employees, and our shareholders. Finally, we want to recognize and thank our employees around the world for their continued dedication to our clients. Their commitment is reflected in Robert Hap's recent accolades, including being named among Fortune's Best Workplaces in Consulting and Professional Services, Forbes World's Best Employers, and Forbes World Top Companies for Women. Now, Mike and I would be happy to answer your questions. ask just one question and a single follow-up is needed if there's time we'll come back for additional questions thank you at this time if you would like to ask a question please press star one on your touchtone telephone if you're joining us today using a speakerphone please make sure mute function is turned off to allow your signal to reach our equipment if you Would like to withdraw your question, please press star two on your touchtone telephone. Again, that is star one if you would like to signal with questions. And your first question will come from the line of Andrew Steinerman with J.P. Morgan. Hey, Keith, could you just help us dissect the pickup within productivity? Particularly, I'm curious about the demand for AML compliance services. You know, So, you know, earlier the year we said that sort of like the regulatory backdrop wasn't as fierce for AML compliance. Has something changed? You know, obviously you're saying the demand for the risk of compliance, you know, is one of the drivers to bring productivity back to growth in the fourth quarter. Is it the biggest driver that's changed kind of third into the fourth corner for productivity? The answer is yes. So during the last 90 days, Treasury Department regulators imposed significant fines and major enforcement actions against multiple large financial institutions. Most of them were in the news, and they related primarily to prior consent orders where the remediation efforts were found to be deficient. And this put banks generally on notice that AML compliance was still a top priority, in part because it has direct links to national security. And so these actions require many activities, including historical lookbacks, significant increases in transactions and file review volumes. Often these involve third-party consultants to clear. Pertivity is fortunate to have a very strong presence in AML, have broad relationships across financial institutions. It does business with over 80% of the largest financial institutions globally. We're seeing a meaningful increase in demand for AML remediation and compliance. And the really good news is it benefits the entire organization because a significant amount of the work comes from contractors sourced through Talent Solutions. So it's a win for everybody. Makes total sense. Thank you, Keith. And your next question comes from Mark, Mark Hahn with Baird. Good afternoon and encouraging to see the strong results. Keith, you mentioned in your script a number of factors that are basically driving the growth in the talent solutions and going from how difficult it is to find verified, talented individuals and your ability to do that, as well as a whole slew of new skills that are coming to the fore. And so the question is, to what extent do you think that those trends make you a little bit more resistant to any sort of macro downturn that we could potentially have, given where fuel prices are, where interest rates are, just kind of the geopolitical environment? And then as a follow-up to that, if we can keep going, what does that say with regards to the margin profile for next year? Because the incremental margins look like they're pretty good, and it seems like you have a lot of excess capacity. I know it's a long question, but I just wanted to drill down on those two elements. Well, and I think the first one related to resilience, if the macro weakens. And I would say in addition to it's difficult for clients to find talent, particularly verified talent for the reasons we've talked about, unemployment is low, generally speaking, which also makes it harder for our clients. The new skills are more difficult for our clients to source on their own, and we can also correlate existing skills to needed new skills in a way that it's hard for our clients to do on their home. And so I clearly think we're positioned well relative to prior cycles because of the lower unemployment, still, what, 4.2% in the U.S., in part because ofthe newer requirements, in partbecause verification of skills is more important than ever with AI. And so we feel relatively good about resiliency. And as to margin profile, as you're already seeing, even with low single-digit growth that we've seen this past quarter that we're projecting for the coming quarter, the combination of a little higher gross margin, a little SG&A leverage, we've got nice double-digits increases in operating income. At midpoint for Q4, that's up 30%. With some luck, that will be even more as we move forward. And so, coupled with productivity strength, particularly in regulatory compliance, we're pretty bullish about margin possibilities. That's great. And can you just – you've had really nice improvements in terms of productivity margins. Do you think that that can also continue? continue? I know the leverage that you've got on the talent solution side, but I don't know if you have that same excess capacity with regards to AML. Well, I would say remember the cost actions that they took just last quarter. And so those cost actions are a big contributor to the better margins because the remaining people are higher chargeable or or more utilized if you will use of contractors by could by productivity is margin accretive and these AML projects are very contractor heavy so that's a good thing for productivity margins but as we've said many many times for many many quarters the plan for Pertiviti is to have double-digit operating margins and that continues to be the plan and so I think they made tremendous progress in a very short period of time with their margins and this new demand and additional revenue that comes from more AML is even better news and let's not forget the technology consulting is still Pertivity's largest practice group and it just again did all-time high quarterly revenues that's terrific thank you and your next question comes from the line of trevor romeo with william blair thank you afternoon thanks for taking the questions keith and mike um i wanted to actually continue kind of on the margin theme but shift to gross margins for the contract town solutions business, because I think the bill rates accelerated nicely, I think over a percentage point, and your gross margins expanded, even adjusted for the conversion. So maybe you could just talk about that a little bit more, I guess, in terms of mix. Like, are you starting to see more movement in termsof highly skilled talent, or FTEP placements accelerating, or just any other factors that might be helping the bill rate and the gross margins for the contract business right now? So year-on-year, we're up 40 basis points in contract gross margin. Half of that's conversions, which is a derivative of the strength and perm placement. The other half is pure spreads, and we have increased our spreads over the last year. Part of that is mixed. As we've said, we've moved to higher skilled part of that's mixed as to ftep which is recovering because it was impacted the most on the downside the last few years and part of it's just kind of disciplined execution because gross margin maintenance and defending those have always been a priority at robert half and will continue to be Okay, that's great. And then I guess on the first quarter directional observations that you gave, of course, appreciate the comments on margins and the tax rate. I guess as you stand today with your current visibility, is there anything in terms of the top line that would tell you kind of differently than normal seasonality for revenue at this point? Or just how would you kind of, I don't know, message the trends that you might see there? I think the seasonal trend is a seasonal trend that'll be around for a long, long time. And so because of the internal audit crowd out as clients focus on external audit, and because of all the compensation adjustments that all fall on the same first day of the year, you're going to have those impacts. But you recover from them the rest of the year. clearly this improvement in regulatory risk and compliance will help the revenue side but that doesn't directly impact internal audit and internal audit is the one where they have the crowd out phenomenon as I just spoke to. I guess in terms of the talent solution business is there anything maybe different than you'd normally expect? Not really. It's always a little quirky about what day of the week or month that the holidays fall, but that's just business as usual. But other than that, in talent solutions, we've seen steady, consistent, sequential improvement, you know, day by day, week by week. It's not a hockey stick, but it's a steady rise that we've seeing for a few quarters now that we see no reason wouldn't continue. Yep. All right. Well, great. Thank you, Keith. and the next question comes from kartik meta with north coast research hey good afternoon just to maybe drill down a little bit on productivity obviously the first quarter you talked about some seasonality as you look at the fourth quarter is there any seasonality or lumpiness i know the holidays probably have an impact but uh i'm curious you know based on the growth guidance you gave, if there would be any one-time issues or if this is just a consistent improvement in the business? Well, I would say the holiday impacts productivity more so than talent solutions because many of their clients do a soft close between Christmas and New Year's, and so there's that impact which remains, but we have dialed in the benefit of the additional anti-money laundering demand in this fourth quarter, but it's not a one-off. And then just on the talent solutions, you know, when you look at SMB customers and enterprise customers, Any difference, or is the recovery been pretty broad-based where both are participating? I would say that enterprise traditionally recovers sooner and more quickly. That's been the case this time around. SMB is starting to catch up a bit, and so that's good news, but enterprise always gets a head start. Perfect. Thank you so much. I appreciate it. And your next question will come from George Tong with Goldman Sachs. Hi, thanks. Good afternoon. Perm placement revenue grew 6% in the quarter, and that was well ahead of contract talent growth. To what extent would you say the strength in perm placement serves as a leading indicator of a broader hiring recovery? And historically, what lag have you seen between perm placement and contract staffing? And so, George, I would say they're coincident. And in fact, if you go to our website, we've got a slide that shows probably for 20 years, we superimpose year-over-year growth rates for perm over year-ever-year growth rates per contract. And my conclusion, look at those graphs, is that they're coincidence. Because perm placement always gets hit harder on the downside, it's starting at a lower point, at a lower base, and comes out stronger on the upside. And I think that's exacerbated by low unemployment that we're currently in, added to by this need for validation because of AI, I think makes perm, relatively speaking even more per more positive and so effectively easier comps because it gets takes a bigger hit on the downside and because of low unemployment more demand because it's harder for clients to hire themselves got it that's helpful and then talent solutions have seen sequential improvement now for a couple of quarters, with contract revenue up 1% and then bill rates up about 3.5%, would you say hours worked or active contract placements have begun to grow year over year at this point? And when would you expect to see volumes to become a positive contributor to revenue growth? Well, I think for the math to work, the volumes are still somewhat down, but they're increasingly less down, and the trend is good for the reasons we've talked about. Got it. Thanks very much. And the next question is from Manav Patnaik with Barclays. Hi, good evening. This is Ronan Kennedy on – or good afternoon, rather. On for Manav, thank you for taking our questions. Question on technology has led to recovery and finance and accounting has returned to growth. Are you beginning to see demand broaden beyond mission-critical initiatives into more discretionary hiring of projects? Or is the recovery still concentrated in areas clients simply can't defer? Well, it's primarily areas they can't differ. But to the extent they think or decide that there are projects that are critical to their competitiveness, they decide they need to modernize to get ready for AI, whatever that's going to mean, they're willing to spend selectively. But kind of contrasted to prior cycles that corresponded to overall recessions, typically the ending of an overall recession is a clearing event. There's an all-clear bell, and everybody, including our SMB clients, feel more positive and demand overall increases. I'd say so far it's still more selective. And the inflation concerns, the geopolitical concerns all add to that. Our clients are grinding their way through those uncertainties. But we haven't yet had the clearing event you've had traditionally at the beginning of up cycles. Got it. Thank you. And then a question for my second, please, on Talent Solutions operating margin range. I think it's guided to 2 to 4, 4% and 4Q. Can you help us think about what separates the low end from the high end, whether it's the revenue volume and G&A leverage, or does GM gross margin mix remain an equally important swing factor? Well, we always give a range, right? we focus heavily on the midpoint of that range, but there's no magic. I mean, how impactful will the holidays be? That's particularly variable as it relates to perm placement. If you look back over time, the variability in perm placement Q4 because of the holidays is more than the variability in contract because of The Holidays, but I wouldn't point to anything specific as to what's going to drive whether it's the midpoint low or high other than just client demand. Fair enough. Thank you. And the next question comes from Jeff Silber with BMO Capital Markets. Great. Thanks so much. Now that you've returned to year-over-year growth for talent solutions and you're guiding for that to happen in productivity in the current quarter. Can you remind us what you think the long-term growth rates are for those businesses? I know they're cyclical, but maybe if we're looking peak to peak, any color would be great. Well, again, it's a long-terms question. We typically think mid-single digits for talent solutions and for productivity because it has such a small market share relative to the big four and there's so much opportunity there, we would expect even higher, kind of maybe from mid-singles to low doubles. But again, those are long-term educated guesses would maybe a way to call it. That's what I asked for. So that's great. That's really helpful. And then as a follow-up, you had mentioned in your remarks, you talked about some of these big remediation projects. Can you tell us roughly how long those last? Is that something that might be rolling off in the first quarter? Well, the expectation is they last a lot longer than one quarter. I think if you look back, productivity has had some of those that have lasted years. Now, remember, these aren't brand-new consent orders or enforcement actions. these are the regulators coming in seeing what's been done so far it says that's not enough and so it's not a brand new start but the point is these clearly have legs and they're expected at a minimum to have multiple quarter legs but it depends on the client it depends on how aggressive they are it depends owner internal resources they're willingness to use external resources there are a lot of variables but it's not a quick in-and-out process to say the least okay great that's helpful thanks so much and the next question will come from Toby summer with truest Thank you, I wanted to ask a question about your comments about the seasonality of profit impacts with tax and operating income, et cetera, and margin in 1Q. What's the implied EPS impact at the bottom line from those factors? I'm not sure for this purpose we've separated them and converted them to EPS. We basically said collectively at the pre-tax operating margin line, they typically cause a 1 to 2 percent pre- tax operating income impact. I guess we could do the math and convert that to EPS, but again, it's in orders of magnitude, that's what we're talking. The tax rate in the first quarter is all over the place because of stock compensation, and the issue is typically at what price were compensation grants made to employees versus when they vest what tax deduction do you get for those and the differential positive or negative impacts your tax rate and so that's why that tax rate in the first quarter is particularly volatile i think last year it was over 50 percent the year before that it was 20 percent and that's heavily impacted by stock prices makes sense um i wanted to ask about the opportunity for you to uh leverage talent solutions with the areas that are growing in productivity is the is the current mix of demand sufficient so that you're you know you do have opportunities for the the two businesses to work work together and sort of maximize your revenue and profit from those? And maybe could you refresh us on what areas of productivity, should there be an increase in demand, would be the sort of optimal ones to leverage that relationship? Thanks. Well, the most contractor-centric large projects productivity has are the risk and regulatory, in this case, anti-money laundering projects that are very large and they're very contractor-centric. And having access to those contractors and to be able to scale as quickly as we can scale for our clients is unquestionably a competitive advantage. And so risk and compliance, that practice has always been very contractor friendly. And it's loved by the enterprise as a whole, as I said earlier, because of the involvement of contractors. Technology consulting, which is taking advantage of the modernization, AI adjacent AI getting ready that's also an area for contractors and even internal audit internal audit is an opportunity where productivity uses contractors as well and so while it took us a while to get the collaboration we now have with the success we've enjoyed with contractor uses, it's unquestionably now a competitive advantage. And these newer projects that we talked about today, we're scaling significantly and quickly in a way it's hard for competitors to do. It's a wonderful thing. And our next question comes from Bruna Wernick with UBS. Good afternoon. This is Bruna for Kevin McVeigh. Congrats on the result. Can you please confirm whether there was any benefit on the Q4 EPS guide from the last quarter restructuring? Well, to the extent we took cost out of the business, those certainly accrue to the fourth quarter as well. And my recollection is, and correct me in the room if I'm remembering wrong, it was about $11 million a quarter in benefit from payroll savings alone, which clearly benefits the fourth quarter. Thank you. And the next question comes from Stephanie Moore with Jefferies. Great. Good afternoon. Thank you so much. I wanted to touch on your AI investments. I know that you've implemented a lot of investments over the last 12 months or so. Could you talk a bit about what you have seen thus far in terms of fill rate, increased productivity at the individual level? And as we think about an up cycle, what does this mean in terms OF your own headcount with some of these tools? Thank you. Well, I'd say that initially our tools are more focused on client and candidate experience. than they are internal recruiter productivity not that we're not getting any but we're focused on improving matching and we've spent a lot of money improving our matching algorithms including upgrading them to the larger to the to the latest uh large language models on the The client side, we've spent a lot of money in AI trying to have more of an intelligent pipeline approach to which clients we reach out to and why. And it's kind of like the Amazon, if you like this, then you'll like that. And so for our people, if we're doing business with this client, this client has this kind of profile. Here are other companies with a similar profile. Here's news stories and other information that we have access to about those companies. And further, do we have any activity whatsoever across our organization, all of which give us a reason to call and have something to talk about. And so, again, I would say rather than focus first on cost savings and productivity, it's more around expanding market, expanding access to clients, access to candidates. Now, having said that, particularly in the case of prioritizing leads, that definitely has had a productivity improving quality for our people. But as quickly as I say that, I think many have learned, and we would concur, that translating individual productivity to organizational productivity, there's a lot of slip between cup and lip when you're trying to look at your organizational savings versus taking individual savings. you might get in a given location and extrapolate that to everybody that works for you. And so we feel good about our investments. We're focused on client and candidate experience first. We're not ignoring that there are productivity gains for our people, and we're getting some. But we're more focused on the client and the candidate experience. Understood. Thank you. And then maybe just for a follow-up, and maybe I just maybe misunderstood your comment, but maybe just talk a little bit about, as you think about focusing on roles in different end markets or different segments, and may we talk about how that has changed as we think about this cycle versus prior cycles, and if there are some targeted verticals that you're now focused on versus historically. Thank you. I would say from a vertical point of view, probably the biggest change is in technology. And historically, our SMB clients, the demand was for help desk, PC technicians, very operational-driven roles. And as technologies migrated over the years, such that even smaller businesses have tech development requirements that historically they didn't have, plus as we focused more and more on mid-size, mid-cap companies as it relates to technology, Our mix of technology to the total, and I haven't looked at it in a while, but if you take a 10-year view, my guess is you would see technology as a much larger portion of the total today than it was 10 years ago. But that's in part because of the demand for our core SMB base has gravitated toward tech development because of how technology's changed. Understood. Thank you. Okay. That was our last question. Thank you very much. Thank you This concludes today's teleconference. If you missed any part of the call, it will be archived in audio format in the Investor Center of Robert Half's website at roberthalf.com You can also log into the conference call replay. Details are contained in the company's press release issued earlier today.