Maximus Inc (MMS) 2016 Q4 法說會逐字稿

Good morning, ladies and gentlemen, and thank you for standing by. Welcome to the MAXIMUS FY16 fourth-quarter conference call.

(Operator Instructions)

Please note this conference is being recorded. I will now turn the conference over to your host, Lisa Miles, Senior Vice President, Investor Relations for MAXIMUS. Thank you. You may begin.

Good morning and thanks for joining us. With me today is Rich Montoni, CEO; Bruce Caswell, President and Rick Nadeau, CFO.

I'd like to remind everyone that a number of statements being made today will be forward-looking in nature. Please remember that such statements are only predictions and actual events and results may differ materially as a result of risks we face, including those discussed in Exhibit 99.1 of our SEC filings. We encourage you to review the summary of these risks in our most recent 10-K filed with the SEC. The Company does not assume any obligation to revise or update these forward-looking statements to reflect subsequent events or circumstances.

Today's presentation may contain non-GAAP financial information. Management uses this information in its internal analysis of results and believes this information may be informative to investors in gauging the quality of our financial performance, identifying trends in our results, and providing meaningful period to period comparisons. For a reconciliation of the non-GAAP measures presented in this document, please see the Company's most recent quarterly earnings press release. And with that, I'll hand the call over to Rich.

Thanks Lisa, good morning, everyone. With the US presidential election still fresh in everyone's mind, I will start by addressing our perspective on the elections and the implications for MAXIMUS. The Affordable Care Act was initially a significant growth driver for MAXIMUS, but since its launch, much has changed with the on-the-ground realities. Some states that initially launched their own state-based exchanges have gone back to the federal exchange. Others have worked to more tightly integrate their exchange with Medicaid and the related state health programs. And some insurance carriers have pulled out of the exchanges and premiums have continued to rise.

As a result of all these dynamics, we have experienced both positive and negative trends in this portion of our business. In many cases, we picked up supplemental work tied to new requirements under Medicaid, administrative tasks that help make the boundaries between programs more seamless, consumer engagement, and overall state support for a variety of health benefits eligibility functions, all of which provided positive uplift to our results and are expected to continue.

Offsetting these uplifts were ACA-related contracts that have already gone away, including work in California, Connecticut, Hawaii, Minnesota, and West Virginia, as well as the closing of a large customer contact center that supported the federal marketplace. Consequently, the book of business that was tied exclusively to ACA is actually lower now by roughly $100 million than when the exchanges first launched.

In fact, we presently estimate that our remaining contracts directly tied to ACA will contribute approximately $160 million of revenue in FY17. This is baked into our 2017 guidance that we issued this morning. These contracts include the exchanges in Maryland, Vermont, and Washington DC, small portions of our New York health contract, as well as our contact center and appeals work in support of the federal marketplace.

What's most interesting about New York is that less than 10% of the people served by our operations are actually enrolled in qualified health plans tied to ACA. The vast majority of our work in New York is in support of the other state-sponsored insurance programs which won't be impacted by repeal or a change to ACA. This includes eligibility screening and enrollment for those other health programs. This is an example of the ancillary support services and additional work pickup that I referred to earlier. Further, New York is also one of the states that long ago expanded Medicaid through their own budget process.

So while the Presidential election may have delivered a surprise, it is no surprise that ACA in its current form is not working as smoothly as originally envisioned. The results of the US election, as well as the UK Brexit referendum from earlier this year, could be viewed as calls for change. While some people are interested in the disruption of the status quo it is important to remember that the fundamental need for a wide range of citizen services has not changed. There are three key aspects to how MAXIMUS brings value to government programs, and they continue to remain relevant.

The first piece of the equation are the macro drivers that simply aren't going away. Populations around the world are living longer, have more complicated healthcare needs, and have a need for social safety net programs. As a result, rising case loads and increasing demands for government services are challenges that government must continue to address.

The second piece of the equation is the tendency for Republicans at all levels of government to favor outsourcing and public-private partnerships as a vehicle for cost-effective solutions. Governments must ensure programs that address societal needs are good use of taxpayer dollars, and achieve their intended outcomes. And in many instances, governments will continue to rely on trusted partners like MAXIMUS with established programs and a track record of reliable delivery.

And the third piece of the equation is the shift to more state-based management of public programs. President-elect Trump has articulated a plan to create public policy that will broaden health care access, make healthcare more affordable, and improve the quality of the care available to all Americans. He has also emphasized his support for block grant funding for states to use for programs like Medicaid and the potential removal of certain federal mandates. This potential change to funding in governance mechanics enhances the overall flexibility that states can bring to bear in shaping certain benefit programs.

As a result of these drivers, macro population trends, Republicans' higher propensity towards public-private partnerships and an emphasis on increased state control of programs, we believe the table is being set for MAXIMUS to step up and provide additional support to our government clients. MAXIMUS offers years of experience in supporting states to customize their federally funded health and human services programs.

We effectively translate legislative and regulatory change into operational models that achieve the intended outcomes for the diverse groups of citizens we serve. We can easily support states' efforts as a result of any shifts in federal funding mechanisms, which may include block grants. In light of the sea change we believe that we will likely experience a pause from major US federal government programs as the new administration enacts its agenda.

Nevertheless, the global macro trends that drive demand for our services continue to be the underpinnings of our three long-term growth strategies. As a reminder, these include, first, continuing to broaden our presence in the US health services market. This includes the new Medicaid regulations that have already created further opportunities to expand our services beyond enrollment to include areas such as beneficiary services, provider services, assessments, and long-term services and support.

Second, continuing to expand our US federal book of business. This includes leveraging new contract vehicles from the Acentia acquisition to import our core solutions into new programs and agencies. And third, continuing to grow our international operations. Our ongoing work in cultivating new opportunities and raising our profile in all three areas best position MAXIMUS for success in these strategic growth markets.

The United States is not the only government that is seeking solutions to social challenges. As some of you may have seen, just last week the UK government issued a document titled Work, Health and Disability Green Paper. This paper is not intended to propose policies or legislation. Rather, the purpose is to solicit input from stakeholders on a variety of new initiatives to provide people with more personalized support to get back into work.

The UK is taking a more holistic approach to examine how the ability of people to participate in the workforce is influenced by their health, economic status, education level, or housing situation. Comments on the green paper are due back in mid February. Since the purpose of the paper is to generate feedback and ideas from the public, it's neutral to MAXIMUS and there's no immediate impact to our UK offerings, including the UK HAAS contract.

Moving on to new awards, pipeline, and rebids. Our signed contracts for FY16 totaled $2.1 billion. We also had an additional $150 million in awarded, unsigned contracts at September 30, 2016. As expected, FY16 awards came in lower compared to FY15 principally due to the lower level of rebids in FY16.

Our pipeline of opportunities at September 30 remains robust. In fact, we reached a new record at $4.3 billion. We are pleased with the strength of our pipeline and it represents quality, long-term opportunities, in core and adjacent markets. Our business development teams are aggressively mining new prospects and they are squarely focused on winning our fair share of these bids.

Of the $4.3 billion pipeline, approximately 60% is new work and reflects opportunities across all three segments and our current geographies. The record pipeline, including the new opportunities therein lay the groundwork for future awards. The conversion of sales pipeline into future revenue growth will ultimately depend upon win rates, the timing of awards, how they ramp up, and the rate of recurring revenue.

As we previously disclosed, we have just under $1 billion from 17 contracts that are up for rebid in FY17. It's interesting to note that the procurements for some of these contracts will be fairly long. As a result, we will see a greater revenue impact in FY18 and FY19. I'll now turn the call over to Rick to discuss the financial results.

Thanks, Rich. Overall we are pleased to meet our objectives and deliver a record year of solid double-digit growth for both revenue and earnings.

As most of you know, we started FY16 with some challenges on one of our largest contracts. At that time, the Management team said we would tackle these issues head-on. During the year, we took the necessary steps to get the program on track, which allowed us to deliver full-year earnings towards the top end of that range.

Revenue for FY16 increased 14.5% over last year. Of this growth, 9% was organic, driven by the Health Services segment and 8% was acquired. All of this growth was partially offset by a 2% decline tied to currency effects. On a constant currency basis, revenue would have increased 17% year-over-year.

Total Company operating margin for FY16 was 11.9%, which as expected, was tempered by new programs in start up. For FY16, net income attributable to MAXIMUS increased to 13%, and GAAP diluted earnings per share increased 14% to $2.69 compared to FY15. This included a net benefit of $0.03 from a gain of $0.06 from the sale of our education business, legal costs of $0.02 related to a matter that occurred in 2014, and acquisition-related expenses of $0.01. Excluding these items, diluted earnings per share for FY16 would have been $2.66.

Let me discuss results for the fourth quarter. Revenue grew 8% compared to last year. Of this, approximately 9% was attributable to organic growth and 1% was acquired. This growth was partially offset by a 2% decline or approximately $13.6 million related to foreign currency exchange rates.

On a constant currency basis, total revenue would have grown 10% for the quarter. Fourth quarter operating margin was strong at 13%. For the fourth quarter of FY16, net income attributable to MAXIMUS totaled $50.7 million, and the Company delivered diluted earnings per share of $0.77 for the fourth quarter.

Fourth quarter earnings weigh a little bit better than expected. This was due in large part to higher than normal volumes from our appeals and assessments business, which are expected to return to more normalized levels in the first quarter.

I will focus the remainder of my commentary predominantly on full-year results, starting with the Health Services segment. The Health Services segment delivered a record year of solid double-digit topline growth driven principally new work and the expansion of existing contracts. FY16 revenue grew 17% to approximately $1.3 billion compared to the prior year. The majority of growth in the quarter was organic, and 1% was attributable to the acquisition of Ascend.

The segment was impacted by foreign currency translation, which reduced full-year revenue by $28.7 million or approximately 3%. On a constant currency basis, revenue growth for FY16 would have been 20%. Segment operating margin for FY16 was 14.3%. This represents an improvement of 40 basis points relative to last year, mostly due to our revenue growth outpacing SG&A growth.

For FY16, the UK HAAS contract delivered revenue totaling just over $200 million and operating margin in the high single digits. For FY17, we continue to expect that this contract will contribute approximately $200 million in revenue and that it will move into our targeted operating margin range of 10% to 15%.

The US Federal Services segment finished the year strong with better-than-expected top and bottom line results in the fourth quarter, driven principally by higher volumes in our appeals and assessments business line. We expect volumes to return to more normalized levels in the first quarter of 2017. And, as a result, segment revenue and profit will have a related step down in Q1 of 2017 compared to Q4 of 2016.

For FY16, revenue for the US Federal segment totaled $591.7 million and grew 18% compared to the prior year. All growth in the year was acquired, offsetting expected organic revenue declines, primarily due to the expected closure of a customer contact center in Boise, Idaho, where we provided support for the federal marketplace under the Affordable Care Act. Revenue from this contract was $49 million lower in FY16 compared to FY15.

Segment operating margin for FY16 was 10.7%. This was lower than the 11.8% recorded for the prior year due in part to contracts acquired with Acentia that are largely cost reimbursable or time and materials, which carry lower margins. As part of this segment's long-term growth initiatives we've made further investments in business development, as well as incurred additional operating expenses in support of our IT infrastructure refresh.

Let me turn to financial results for the Human Services Segment. For FY16, revenue grew 5% to $513.3 million compared to FY15. Topline increases were driven by the acquisition of Remploy and organic growth from the ramp up of the Jobactive contract in Australia. The segment was impacted by foreign currency exchange rates which reduced full-year revenue by $20 million or approximately 4%. On a constant currency basis, revenue would have grown 9% for the full year of FY16.

Operating margin for FY16 was 9.3%, which was lower compared to the prior year. This was due in part to the ramp-up of Jobactive in the first half of FY16 as the new program got underway.

Let me move on to discuss cash flow and balance sheet items. Days sales outstanding were 70 days at September 30, which is in line with our targeted range of 65 to 80 days. DSOs increased on a sequential basis due to a payment delay from one of our large clients. This accounted for five DSOs. After the quarter closed, we collected the outstanding receivables.

As a result of the timing of collections, we fell a little short of our full-year guidance for cash from operations, but achieved our targeted range for free cash flow. For the full fiscal year, cash provided by operations totaled $180.0 million with free cash flow of $133.6 million. For the fourth quarter of FY16, cash provided by operations totaled $71.9 million with free cash flow of $59.6 million.

During FY16, we repurchased approximately 587,000 shares of MAXIMUS common stock for $31.3 million. We ended the fiscal year with cash and cash equivalents of $66.2 million, most of which was outside of the US. And the balance outstanding on our line of credit was approximately $165 million

Our balance sheet gives flexibility to grow and invest in our business in order to best create long-term shareholder value. Our cash deployment priorities remain unchanged and include dividends, opportunistic share buybacks, working capital investments to support growth in the business, and acquisitions. Overall, we remain committed to sensible and practical uses of cash.

Before I wrap up with our 2017 guidance, we believe the macro drivers are unchanged, and I want to reiterate that 10% top and bottom line growth over the long-term is achievable. As we have consistently said, we will have years of accelerated growth driven by things like new legislation, but we will also have years of lesser growth as a result of things like program maturity or procurement timing. More importantly, the long-term macro demand trends remain in our favor as governments are faced with rising case loads, aging populations, and the need to manage social benefit programs cost-effectively.

As indicated in this morning's press release, we are establishing revenue guidance for FY17 that will range between $2.475 billion and $2.55 billion driven by growth in the Health segment. We expect that revenue growth for FY17 will be tempered by approximately $110 million or roughly 5%, due to three factors. They are, first, we estimate that the weakening of the British pound is roughly $50 million unfavorable to revenue.

Second, in our US federal services segment, we expect that revenue will be $40 million lower for a large healthcare contract. Program volumes are expected to be lower as the agency contemplates the future strategic direction of the program.

And, third, and to a lesser extent, we have approximately $20 million of Health segment revenue that is not recurring. In this instance, a contract was brought to rebid early because the client wanted to modify the terms and conditions tied to specific performance metrics. We opted to no-bid the new contract because we felt the new terms would make it too difficult to be successful both operationally and financially.

We have a high level of visibility into our forecasted revenue for FY17. At September 30, 2016, we had $4.0 billion in backlog. As a reminder, each year we adjust the backlog to account for changes in performance-based contracts. The $4.0 billion backlog reflects expected reductions from three larger performance-based contracts, including the UK HAAS contract.

Based on the midpoint of our FY17 revenue guidance, we estimate that approximately 93% of our forecasted FY17 revenue is already in the form of backlog, options, or extension periods. As expected, the bottom line is growing faster in FY17 and reflect startup contracts that are becoming more mature and achieving higher margins in FY17. As a result, we expect diluted earnings per share for FY17 to range between $2.90 and $3.10.

On a quarterly basis, we anticipate that both revenue and diluted earnings per share for the first quarter of FY17 will be lower compared to the fourth quarter of FY16 driven by two factors. First, the Federal segment is expected to deliver lower revenue and operating income in the first quarter. This is due to the aforementioned $40 million revenue reduction on a healthcare contract, and because we expect the volumes in our appeals and assessments business will return to more normalized levels in the first quarter.

Second, we initiated a restructuring in our UK human services business. With the integration of Remploy and the lower referral volumes on the work program, we have taken steps to right-size the business and eliminate redundancies. The restructuring is expected to have a positive impact to the full-year, but these adjustments will have a negative impact in the first quarter of roughly $3.8 million or approximately $0.05 per diluted share. On a segment level basis, we expect that the majority of revenue growth for FY17 will come from the Health segment.

In terms of operating margins by segment, for the full-year, we expect that the Health Services segment will continue to achieve margins at or above the midpoint of our targeted range of 10% to 15%. For the Federal segment, we still expect margins in the 10% to 12% range for the year, and in Human Services, we expect this segment will likely deliver full-year operating margins that are slightly below our 10% to 15% range, principally due to the planned restructuring costs in the first quarter.

For the full year of FY17, we're estimating that the income tax rate will range between 36% and 37%. As noted in this morning's press release, MAXIMUS will adopt a new accounting standard on stock compensation in FY17. As a result, I suggest that for the first three quarters of FY17 you model the effective income tax rate as being 1% higher than the rate you project for the full-year with the pickup in the fourth quarter. The final tax rate will also ultimately depend on the mix of operating income contribution from our various tax jurisdictions.

And finally, cash flow guidance. We expect cash provided by operations to be in the range of $230 million to $280 million for FY17 and we expect free cash flow to range between $170 million and $220 million. And I'll hand it back to Rich for some closing comments.

Thank you, Rick. Now more than ever, bringing together the understanding of how cost, quality, and access to services intersect could not be more important. MAXIMUS is really well positioned to address these challenges and be a change agent. We offer scalable, cost-effective and operationally efficient services for a wide range of government programs.

We look forward for FY17 to be another year of growth, top and bottom line. Most importantly, our longer-term success in growing our business is dependent on our ability to identify and win new work and to deliver on our contractual obligations. Our robust pipeline represents the core engine of this future growth.

Over the next three to five years, the macro trends for our business remain unchanged and solid and governments around the world need to find more ways to run their program more effectively and efficiently while at the same time dealing with rising case loads, shifting demographics and unsustainable program costs. We recognize that operating the business is a balance of risk and reward. We continue to believe our portfolio mix of core business, near adjacencies and new growth platforms will allow us to achieve a healthy growth trajectory for years to come.

In closing, I thank our more than 18,000 employees around the world for their dedication to providing high-quality services to our government clients and the citizens they serve. Operator?

(Operator Instructions)

Brian Kinstlinger, Maxim Group.

I'm going to start with the obvious first question. I'm curious your view, Rich, or the risk that all your ACA business the $160 million goes away and then if you could also quantify for investors kind of a rough number of an EPS contribution this year from that revenue?

All right, Brian, think US a two-part question I'm going to hand is over to her Chief Financial Officer Rick Nadeau in a minute, but the two parts are one, what's the risk -- our assessment of the risk that the one $160 million, which is kind of our current run rate and what we'd assume in our FY17 estimates relative directly related to Affordable Care Act, and then secondly what would be the ballpark ATS contribution from the book of business. Rick, thoughts.

Yes. I think you have got to remember that inside that Affordable Care Act revenue is about $90 million of cost plus revenue, so that's going to be lower margin, and so I look at it from an operating income standpoint. I think when you look at our normal range of 10% to 15% sure going to be in a range of 10% to 15% because $90 million of it is lower than 10% because of his cost-plus type of revenue.

Bruce Caswell actually have some thoughts you would like to add to that, Brian per

Yes, Brian, I thought it would be helpful to frame the overall discussion around repeal and replace the Affordable Care Act, so will take a couple minutes to do that. It's impossible really to speculate at this point about the specific details of how the efforts to repeal and replace will proceed. But Rich mentioned and it's important to come back to that there are some underlying perspectives in terms of President-elect Trump's position on health care that are important, one is to broaden healthcare access, the second is to make it more affordable, and the third is to improve quality.

So we think it's -- while it certainly likelihood that repeal will proceeded it will be coupled with replacement. Putting in context the repeal would take a congressionally granted benefit away from 20 million people and with about $28.9 million American still uninsured, you can see up to 50 million folks without insurance. We think that the fundamentals of a program that might replace the Affordable Care Act are still obviously yet to be bolted down but some of the options that are on the table have been advanced by House Republicans overtime.

Those could include changing or ending the individual employer mandate, and acting insurance reforms to address things like the minimum essential benefits. Restructuring premiums, you've probably read a bit about what might happen with subsidies and that individuals could receive a tax credit they could use to purchase insurance so that low-income populations have more access, and this could be done in combinations possibly with health savings accounts.

There are a lot of moving pieces here and certainly a day or so into the new administration, if you will, we're really looking to fill in a lot of those blanks as are others. We think the revenue overall therefore from our Affordable Care Act contract is likely to be shifted into the replacement model, and we feel we are very well positioned to provide administrative services from eligibility support, enrollment, and appeals in that environment because those -- fundamentally those needs just don't go away.

In fact, we've done some thinking about this and we think in certain models the demand could increase for our services as we've seen historically other programs because change fundamentally is the way the governments continue to evolve and improve these programs and if we look back at the United Kingdom's experience when a change governments and they replace flexible new deal program with the work program, there's an entire effort of transition I guess an analogy there for the Affordable Care Act would be disenrollment and then reenrollment of individuals that industry needs to support government with, and that's maybe a final point.

The Trump administration has made it very clear that they're going to be very business-oriented and they view the importance of public-private partnerships and cooperating and working in conjunction with the private sector is key to implementing their policy agenda. So I hope that provides some additional context.

It is a lot context. Thank you, a lot of good detail for us.

My follow-up is on the work program. You had mentioned, which is coming in and had some points at the end, I'm curious what the revenue contribution is for the year, when do you assume it's going to end so we don't have a situation where we are guessing like the Affordable Care Act? And then is that $3.8 billion a one-time restructuring charge? Thanks.

Rick Nadeau is going to field that for us, Brian.

It's actually three questions, I think, let me try to make sure I get them all for you, Brian.

I think first of for FY17 I think you should think about $65 million or so of revenue we have in FY17 from the program. The program is scheduled in right toward the end of FY17 so really this is a FY18 type of event for you to think about.

And the last question on the restructuring charges, yes, that is a one-time item. When we acquired Remploy in April 2015, we wound up with a back office along with that, so then we wound up and had two back offices for human services in the United Kingdom. So what we are really doing is putting them together so that we can rationalize the cost, and so it will be severance and termination costs, those types of things.

Richard Close, Canaccord Genuity.

With respect to the pipeline, Rich, can you talk a little bit in terms of is there anything significant from a size perspective in the pipeline? And then also as you think about the new administration coming on, is there anything in the pipeline that could possibly potentially go away with the new administration?

Let me answer the second question first. I don't think so. I think we've tried to give you a reasonable understanding of what we think might be at risk relative to a new administration when we talk about the direct Affordable Care Act work we do, or in the magnitude of $106 million per getting that covers all of it.

As it relates to the composition of the pipeline, and I think we've disclose that FY17 we will be looking at about $1 billion in rebids, I don't think there is any one item that is so large that is disproportionate. I thinks it's a mix, so I think it's -- I think that's actually healthy and that we get a little concentration in the pipeline situation in FY17.

So my follow-up question would be more longer-term in nature. As you think about the new administration, where do you think there will be opportunity for you?

In the past you've talked about immigration. Is there anything in what candidate Trump has talked about that you think really is in the sweet spot for MAXIMUS?

It's a great question. Bruce Caswell I know has some thoughts he would like to share with you on that.

A few thoughts. First is, Rich mentioned that one of the fundamentals here is that Republicans tend to outsource more and the Trump administration we expect is going to continue to be a strong proponent of states rights and the concept of devolving authority and pushing program administration down to the states. And there's a very healthy debate going on right now in policy circles about what that might mean for the Medicaid program and for block granting, and nothing is assured.

Prior studies that looked at block granting Medicaid suggested that while it could reduce federal expenditures by about $913 billion over 10 years, obviously the costs have to be picked up somewhere and there are number of governors that don't necessarily want to pick that up, they say that is an unfunded mandate. So there is a tension, but I think there is an overall proclivity toward states rights and pushing program administration down, which I think plays very much to our strengths.

Otherwise it's very early days in terms of trying to speculate what other program areas within human services or within our federal business and so forth might become a focal point. We don't have the answer page obviously for issues like immigration, but there are welfare reform efforts out there with TANF reauthorization. There are efforts to address employment challenges on an ongoing basis. So there could be new initiatives that do result from the a transition of the administration but we typically would not get into a lot of details for competitive reasons at this point.

But I think it's fair to say that this could very well be a breath of fresh air and take a hard look at some of the macro processes here, and I do think welfare and employment areas is one that will be ripe for that opportunity, so we're anxious to see how that develops.

Charlie Strauzer, CJS Securities.

If you could touch Basil a bit more, and no you touch a little bit on Jobactive in Australia, but maybe gives a little better update there as to how the ramp is going. And also kind of what are your expectations are for the year?

We will do that and Bruce will handle that one.

That's very much, Charlie. With regards to Jobactive, it's important to note that most if not all of the vendors, and I think we've maybe talked about this before on the job active program are experiencing volume related challenges and is not unusual to see fluctuations in a new program like that from the estimates that were provided to the venders as part of the tender.

We've mentioned before that the Australian unemployment rate is fairly low, it's about 5.7%, and that's a lowest it's been since 2013, and that simply is lower than the rates that were assumed in the tender. However, we also noted that the programs profitable and we feel like it's done a nice job of continuing to improve on the back half of FY16 as the contract continues to mature and we continue to execute strategies to make sure we manage our cost effectively and really create very much a performance management environment within the contract.

So job active has been more a story about the margins not being as robust as we may have initially expected, but we feel like the contract is on a solid footing.

Great, just the follow-up on the UK Fit For work contract there. Any update there? Is that related to the $20 million of a contract that you are not going to rebid, is at the contract you are referring to or is it something else?

No, that was not the contract we were referring to in terms of the rebid, but I can provide a little bit of an update on Fit for Work itself. We have been working closely with our clients in the United Kingdom. We are wrapping up a small pilot project in partnership with the DWP that's looking to determine the impacts of certain marketing efforts in a certain region of the country to a certain set of employers to see how that will affect an uptick within the program.

In addition, Rich spoke about the Green paper that was recently published and there are number of references to Fit for Work within the Green paper that speak to new opportunities to increase awareness of the program. So we're going to continue to work with the client and try to find a balanced approach to meet their program objectives as they evolve over time and fit within the construct of their vision for a more holistic approach to employment and health in the United Kingdom, and the dialogue will discontinue over the next several months.

And just to answer the obvious follow-on question which was, what was the contract then that was the $20 million that we chose not to rebid and that was the health insurance exchange contract with the state of Connecticut.

Allen Klee, Sidoti.

Can you provide any comment on the two larger contracts that are up for rebid this year, timing on them and just any color and your thoughts on it?

One second, Alan.

Okay. Alan, if I understand your question, it's the timing of the contracts that are up for rebid. The timing of the contracts are really skewed to the tail end of the year, so that for all practical purposes, the results of those rebids become a FY18 revenue topic, not a FY17. So it's skewed towards the end of the year.

And could you give us some color on the appeals business doing well this quarter, although it's not supposed to continue. What you think was behind that?

Glad to do that. Rick Nadeau is anxious to answer the question.

It wasn't anything overly significant other than just a buildup in the backlog of work that they worked steadily during the fourth quarter, worked it down, greater volumes create an improvement in our revenue. But also a pretty good lift in the profitability inside the rates that you get or, you know, a recovery of fixed and variable cost of volumes -- when volumes are higher, they are more accretive.

We work that backlog down to more normal level, so what we're just really trying to say is that it will be a more normalized level in FY17 as we worked off that backlog that had built up.

Mark Kelly, Stifel.

You mentioned block grants a couple times. Can you talk a little bit more specifically about what that could mean for MAXIMUS?

We will do that and Bruce is anxious to talk about that.

Sure. Anything related to policy. It is still early days obviously in terms of the thinking there, but I think President-elect Trump has mentioned as part of his overall approach to policy that you supports the block granting of Medicaid. I think a couple things.

There is that tension that I mentioned earlier about how -- what kind of funding obligation that would create at the state level and whether the federal funding would be sufficient in that environment. We can't comment necessarily on how that would be resolved. But presuming that it moves down, it opens up an interesting conversation because Medicaid then becomes more akin to CHIP in terms of the overall responsibility and authority given to the states to further put their stamp on the program and kind of make it their own. And it does raise the question then about whether there are opportunities to look at a broader role for a MAXIMUS in areas like eligibility determination.

You may recall that historically for programs like Medicaid and TANF and the snap program or the food stamp program, historically a merit-based employee has had to make those final eligibility determinations. Whereas in CHIP, where it was more functions more like a block grant, that has not been the case. So we're optimistic that we can enter into some dialogue with our clients about how that would function for them and I think that we are extremely well-positioned given the existing state infrastructure we have to support that should it occur.

Frank Sparacino, First Analysis.

One question on the federal services side of things. If we were to adjust out the call center in Boise and try to figure out if that segment grew at all in 2016 and I guess longer-term what is the expectation? Is that an area of growth? What's on the horizon? What gets you excited about that segment?

I'm going to rest Rick Nadeau in a minute to talk about that, Frank, but I think the dynamics inside of our Federal Segment are very, very interesting when I think about that topically I do think about the size of the federal government. I think about our current breadth and depth, and I do think about the Acentia acquisition and about how our plan to take advantage of the synergies is in place and has yet to be realized, but rest assured we do have actions and plans in place to drive us to that goal.

Rick?

Yes. We had acquired growth in the federal sector that was from the acquisition of Acentia, and then as you referred to, we had the Boise contact center and we said that was about $49 million. If you take those two pieces out you have about $35 million of organic growth but obviously the $49 million is bigger than the $35 million.

Is that helpful Frank?

Yes, thank you.

(Operator Instructions)

Shane Svenpladsen, Avondale Partners.

Good morning, acknowledging the new administration may take a more aggressive stance in terms of outsourcing, have you seen anything more recently in terms of changes on the parts of governance to be more amenable to outsourcing certain means-tested programs?

Bruce I am going to ask you to chime in here, but I think we've seen a decades worth of that in terms of governments moving towards partnering with firms. It clearly is a trend towards working with fewer larger providers rather than historically governments may have sprinkled a lot of contracts to smaller suppliers and in some cases hundreds, and hundreds of suppliers. So the trend to consolidate that supplier base, I actually think that's being driven by the fact that there is a significant cost to manage all of the suppliers.

So we'd experienced that here in the US and most notably in Australia and the United Kingdom, and I think the amount of work that we are doing with many of our clients seems to be on the margin add-ons in terms of the work that were doing. Bruce, is that your view?

Absolutely my view. I think that, really Shane, when we look at the model, if you are in the right place and you are able to have the dialog with the client about the problems that they are facing at the moment. And thirdly, you've got the infrastructure and ability to deliver, you can really grow nicely off of existing contracts. And we've actually even kind of modified our business delivery model to accommodate that through the use of greater shared services centers where we can dynamically allocate demand to meet surge requirements for our clients, and there are several examples out there where I think we've seen a propensity to outsource when clients have kind of an immediate need.

For example, one that was in the press is where we are helping the state of Arkansas address a backlog in Medicaid renewal determinations of over 100,000 cases and we were able to rapidly respond to that standup capability and help them through that issue. I will say I have been pleased with how the value proposition and the ability to provide that kind of support which itself can lead to longer-term relationships has been a bit on the uptick in the marketplace.

Appreciate that color. And then just quickly if you could provide an update on Acentia and your progress in creating BPO opportunities within those contract vehicles?

I'll go ahead and take that, Shane. As you know, when we combined with Acentia we were able to add to our portfolio, if you will, about 12 new contract vehicles that cover largely civilian and federal agencies in terms of our ability to then market to those agencies and create new opportunities.

So we've always maintained that it would take some time to gain traction and new opportunities resulting from that acquisition, and I will say that I've been pleased with some of the initial things that we've seen in terms of contract vehicles where we've had bids that have expanded as a consequence of a larger capability that we can bring to the table. Rich mentioned in his prepared remarks that our business development teams are fully integrated now really pushing and pursuing new opportunities. The federal pipeline itself remains quite strong, it does include new BPO business where we can leverage our core capabilities but go to market through those contract vehicles that I mentioned.

And also if you recall the federal government contracting space is one where there are larger government-wide acquisition contracts that companies have to qualify for to then subsequently received task order opportunities. And I will say without disclosing the names of the people themselves, we are the consequence of the Acentia combination in a position now to qualify for much larger government-wide acquisition contracts that over time will then deliver or lot of revenue through task orders.

So we expect to see -- it is worth mentioning as a the new administration comes on board and they put their appointees in place and really begin to enact their agenda, there may be a bit of a slowdown on the federal side. But many of the programs that we look at are tied to long-term transformational projects in key government agencies, and generally those transformation programs that can be a decade in length don't change dramatically as administrations change.

Thank you for your questions, Shane. Next question, please.

(Operator Instructions)

Richard Close, Canaccord Genuity.

With respect to HAAS, I guess $200 million this year, $200 million expected next year. I think that's a little bit below the $225 million that you have previously adjusted to. Can you just go over that?

Richard, this is Rick that would be currency following Brexit, the currency exchange rate went from 1.42 or whatever, it went down below 1.20, but it's now at about 1.25. So that's really accounting for the reduction, it's all the difference between the UK and US currency.

And another follow-up would be the $40 million federal contract that you talked about that's negatively -- or included in your initial 2017 guidance, just to be clear, that is not AHCA related, correct?

That is corrected that is not an AHCA contract.

Brian Kinstlinger.

In a similar discussion on the DOE contract, I'm not sure if we discussed that today, I may have missed it, I'm curious if for the full year of FY17 it's assumed to be at mature margins. If not, when might it hit mature margins in your opinion? Thanks.

It is Rick. It's crossed over and should be profitable. It will continue to improve over time, but I think we are getting to the point where we are getting a lot closer to mature margins.

In fact, I would give our team a call out for the way that they handled that transition. There has been a lot of moving pieces, and I think they've done a very good job, and I agree with Rick that in our category it's crossed over to -- I'll put it out of start up, but as is always the case, large contracts have challenges.

So just to be clear, in FY18, there will be a small slingshot effect in the first half of the year. It's not fully mature where as it might be in the first half of FY18, is that the way we should think about it?

I would think that the way I would put it is that all contracts we have of size we should be improving the profitability of them overtime. But yes we are still improving the margin on that contract, but I would be thinking smaller rather than bigger.

Small slingshot, Brian.

Thanks, Brian. Next question please.

Ladies and gentlemen, we have reached the end of the question-and-answer session and are out of time for today's call. MAXIMUS thanks you for your time and participation. You may disconnect your lines at this time.