This conference call transcript was computer generated and almost certianly contains errors. This transcript is provided for information purposes only.EarningsCall, LLC makes no representation about the accuracy of the aforementioned transcript, and you are cautioned not to place undue reliance on the information provided by the transcript.
spk01: Ladies and gentlemen, thank you for standing by. Welcome to the SEI Third Quarter 2020 Earnings Call. At this time, all participants are in a listen-only mode. Later, we will conduct a question and answer session. Instructions will be given at that time. If you should require assistance during the call, please press star then zero. As a reminder, this conference is being recorded. I would now like to turn the conference over to our host, Chairman and CEO, Al West, please go ahead.
spk11: Thank you, and welcome, everyone. All of our segment leaders are on the call, as well as Dennis McGonigal, SEI's CFO, and Kathy Heilig, SEI's controller. I'll start by recapping our situation in third quarter 2020. I'll then turn it over to Dennis to cover LSV and the investment in new business segment. And after that, each business segment leader will comment on the results of their segment. Then finally, Kathy Hiley will provide you with some important company-wide statistics. As usual, we will field questions at the end of this report. Now, before we cover the results of the third quarter, I will speak to the set of circumstances we face today. Around the globe, we are still dealing with the COVID pandemic. From the beginning of this health crisis, our priority has been on the safety and health of our employees and their families, along with the seamless delivery of service to our clients. I am incredibly grateful to our workforce for transitioning both workplace to home and home to workplace, and all the while supporting our clients, each other, and our communities. The strength of SEI shines best when the challenges are extreme. At SEI, we take immense pride in investing for the long term. We have proven business models that have been shaped over the past 50 years of experience. They are the bedrock of our ability to weather the uncertainties of today and emerge from the current crisis stronger and better positioned to take advantage of tomorrow's opportunities. Our secret to success is straightforward. Remain focused on keeping our workforce healthy and productive, invest in our best in class technology, innovate continuously and deliver world-class service to our clients. We'll also be relentless in executing on our strategic vision and launching the growth generating initiative we believe will be at the heart of our future successes. We look forward to sharing our progress with you. So let's turn our attention to the financial results of the third quarter 2020. Third quarter earnings decreased by 16 percent from a year ago. Diluted earnings per share for the third quarter of 75 cents is a decrease of 13 percent from the 86 cents reported for the second quarter of 2019. We also reported a 2 percent increase in revenue from third quarter 2019 to third quarter 2020. This year's third quarter results benefited from a rebound in our capital markets. Our non-cash asset balances grew by just under $10 billion from both cash flows and market appreciation. LSV's balances during the third quarter gained just under $1 billion. Also during the third quarter, we repurchased approximately 2.1 million shares of SEI stock at an average price of $51.54 per share. That translates to approximately 109 million of stock repurchase during the quarter. Now, this quarter, we also continued our investment in the growth-generating initiatives. The newest effort is One SEI, which is a large part of our growth strategy. As you recall, One SEI leverages existing and new SEI platforms by making them accessible to all types of clients, all adjacent markets, and all other platforms. As a byproduct of the investments we made in the third quarter, we capitalized approximately $6.1 million of development and amortized approximately $12.2 million of previously capitalized development. To date, we have not capitalized any of the one SCI work. Now turning to revenue production, third quarter sales events, net of client losses totaled approximately $28 million and are expected to generate net annualized recurring revenues of approximately $15 million. Clearly, we are encouraged with this year's sales results. They reflect the fact that although Throughout the company, we have successful and entrepreneurial sales teams driving revenue. Our unit heads will speak to their specific sales results. We have three business objectives. The first is to deliver soft, smooth, safe operations. The second objective is to grow our business by helping our clients grow. And our third objective is to continuously innovate so we can keep growing in the future. To reach these objectives, we know that things will never be the same. So we have been busy adapting to new mental models and realities. We feel ready to capture the opportunities inherent in significant change. Now this concludes my formal remarks, and I'll turn it over to Dennis to give you an update. on LSV and the investment in our new business segment. And after that, all segment heads will update the results in their segments. Dennis?
spk12: Thanks, Al. Good afternoon, everyone. I will cover the third quarter results for the investments in new business segment and discuss the results of LSV asset management. During the third quarter 2020, the investments in new business segment continued its focus on the ultra-high net worth investor segment through our private wealth management group and additional business and research initiatives, including those related to our IT services business opportunity and the modularization of larger technology platforms into standalone components for the wealth management and investment processing space to deliver on our One SEI strategy. During the quarter, the investments in new business segment occurred a loss of $9.8 million which compared to a loss of $4.5 million during the third quarter of 2019. This increased loss reflects an increase in investments specifically related to our One SEI strategy, which we have discussed in the prior couple of quarters. Of our expenses in this segment, approximately $8 million is tied to that effort. The One SEI strategy is a company-wide initiative to open business opportunities across our entire company, as well as creating new business lines. Regarding LSV, our earnings from LSV represent our approximate 39% ownership interest during the third quarter. LSV contributed $28.3 million in income to SEI during the third quarter of 2020. This compares to a contribution of $37.6 million in income during the third quarter of 2019. Assets during the third quarter grew approximately $1 billion. LSB experienced net negative cash flow during the quarter of approximately $2.2 billion, offsetting market appreciation of approximately $3.2 billion. Revenue was approximately $94.9 million for the quarter, with no performance fees. Since I know the question is coming on expenses, I thought I would address that. Expenses grew approximately $13 million, or 4%, from second quarter 2020 to third quarter 2020, Just under one half of this expense growth, approximately $6 million, relates to salary and other compensation adjustments we made at the beginning of the quarter, consistent with our annual compensation process for most of our workforce, as well as continued hiring in areas of growth. In addition, approximately 20% or $3 million was due to a spike in health insurance costs during the quarter, which are not predictable, and driven by actual experience since we are generally self-insured. The final 30%, or approximately $4.5 million, is essentially one time in nature related to some severance expense and professional services fees and costs associated with trade corrections as a result of a couple of incidents disclosed in our second quarter 10Q. These costs are spread across our segments as well as G&A. I hope that breakdown helps. Finally, our effective tax rate for the quarter was 21.4%. I will now take any questions you have.
spk01: Thank you. Ladies and gentlemen, if you do wish to ask a question, please press 1 and then 0 on your telephone keypad. You may withdraw your question at any time by repeating the 1-0 command. If you are using a speakerphone, please pick up the handset before pressing the numbers. Once again, if you have a question, please press 1 and then 0 at this time. And we'll go to the first line of Ryan Kenney with Morgan Stanley. Please go ahead.
spk08: Hey, Dennis. How are you? Hey, Ryan. Welcome aboard. Thank you. Just want to get a sense of how you're thinking about the trajectory of One SEI spend. Do you still think that it's something that peaks this year and in 2021 should more or less resemble 1419, or is there more to do there next year?
spk12: Yeah, there's, as I think we said on the last call, there's still more to do in the early part of the year, but it'll start to come down over the course of the first half of the year and then certainly into the second half of the year. So we're, you know, as we said in the past, it's a project, and it'll take the trajectory more of a project than a sustainable platform build. Thanks. You're welcome.
spk01: Thank you. Next, we'll go to the line of Robert Lee with KBW. Please go ahead.
spk02: Great. Hi. Thanks, Dennis. I'm also with you. Yeah, thanks, Rob. Thank you. All good here. Two quick questions. I guess, just with LSV, I mean, obviously, you know, they've been struggling with clothes and I mean, assets down a bunch, you know, year to date, like 24%. I mean, I don't know if there's any color in sight you may have into kind of, you know, known, you know, if they have anything in terms of known redemptions that we should be thinking about as we look ahead or any reason to think that this, you know, there could be some change in the near-term trends over the coming quarters.
spk12: Yeah, I mean, it's obvious the trends aren't good, and they're not good for value investing generally. And since LSV is very specific to that segment of the market, they're clearly caught up in that. I can't say there's real predictability kind of quarter to quarter. The flows this past quarter, about half of the negative flows were from lost clients at about half. of the negative flows were from existing clients. So they were really more just rebalanced away with some existing clients. Arguably, if the outlook for value improves, that potentially would reverse itself as capital gets committed into this segment of the equity markets. And I would say it's really not as predictable If you remember back a couple quarters, they'd actually had positive flows, so it's less predictable. So we're just, you know, they're convicted. We talked about this on the last call. They have high conviction about what they're doing, high conviction about value. They know what they're really good at. Joseph Akanishak, who leads the firm, has been through this type of thing before, even though this one's more prolonged than other periods. And you know, the historical perspective for what it's worth, which suggests that when it turns, it'll turn very much as a favor.
spk02: Great, and I appreciate it. Then maybe as a follow-up, and I'm just curious if, I don't know if this is embedded in some of the expense numbers you mentioned, the $4.5 million, but, you know, I know over the, I think it was back at the end of July or so, you know, there was one of your vendors had their a ransomware attack that I guess exposed some of your client data. So I'm just kind of curious if you've seen any expense or fallout related to that, or maybe this is a question for Steve or one of the other segments, kind of how maybe it's impacted or changed in any way your approach to working with some of your outside vendors.
spk12: On the expense front, There is a portion of expense associated with that event in that $4.5 million number. We certainly don't expect that to repeat itself. Some of that's just what we did to make sure we were on top of this particular vendor. I would say we're a firm that's always in constant improvement. When it comes to vendor management, it's an area that whether we had this event or not, we would have been consistent with our approach to risk management and vendor management. Now this points us at something that, in terms of the issues associated with this particular event, did our vendor program, would it have caught this even if it had elements in it? So we're looking at all that. I'll leave it, maybe if Any follow-up questions to Steve, since it's more kind of an in-market element to it as well? But we feel like we're, from a market perspective, this is kind of behind us. It's more just evaluating our condition and improving from here.
spk02: I mean, should we expect that there may be, at least for a couple of quarters, a little bit more kind of trailing expenses related to this, or that it's pretty much
spk12: I would say incrementally, given what we expensed in third quarter, I don't see anything on top of that. It would probably be down a little bit. The only area we would have some expenditures out of pocket would be professional services related, consultants and others. But it's not... I wouldn't say it's any greater than what we've incurred in third quarter. Okay, great. Thanks for taking my questions, Ben. No problem, Rob. Thank you.
spk01: Thank you. Next, we'll go to the line of Chris Shutler with William Boyer. Please go ahead.
spk09: Hey, Dennis. Good afternoon.
spk12: Hi, Chris.
spk09: So let's see, I guess first I want to ask about the one SCI just to reiterate to you said about $8 million of expense in the new business segment was one SCI.
spk12: Yes, that's consistent with second quarter as well.
spk09: Yep. And in terms of how we should think about that going forward to basically maintain that $8 million or so level into per quarter into early next year, and then it'll start to come down and I guess How much do you expect it to come down as you progress through 2021?
spk12: Yeah, I think my expectation is it would be gradual in the first quarter, a little bit more in the second quarter, and then more significant in the third through to where hopefully it's pretty much off the books by the end of the year.
spk08: Okay, great.
spk09: And then the health care cost item that you mentioned, would you just explain that quickly? And just to confirm, that $3 million is an ongoing expense?
spk12: No, there's a couple elements in there. One, first of all, whether you're aware or not, we're self-insured on health care. We have catastrophic coverage and policies over the top, but for the most part, we'll pay as you go for health care. And what we saw in the third quarter, which I think other companies are probably going to have similar experience, there was a lot of catch-up in the third quarter in the healthcare arena as people stayed away from their medical appointments and medical treatments in the second quarter because of COVID. And it popped back up in the third quarter. So there was some catch-up in terms of healthcare usage, if you will, And then, unfortunately, we had one fairly significant individual health situation that also added to the expense. So I don't expect that to repeat itself in the fourth quarter. There may still be some level of catch-up for people, but it should normalize.
spk09: Okay. Got it. Thanks for the detail.
spk12: No problem.
spk09: And then, let's see, maybe one more. Oh, just the one-time expenses that you mentioned, the four and a half, I think it was four and a half million dollars. And you said it was across segments. Were there any segments where it was more pronounced than others?
spk12: Probably a combination of G and A. Some in probably more investment managers, and then the severance was an institution. Maybe a little bit in banking.
spk09: Okay. All right. Thanks a lot, Dennis.
spk12: So it was spread around.
spk09: Okay. Makes sense. Thank you.
spk01: Thank you. And I do have a question from Owen Lau with Oppenheimer. Please go ahead.
spk10: Thank you. Thank you for taking my question, Dennis. No problem. I'm good. I'm good. Thank you. So some companies started to talk about upside and downside of working from home. Could you please give us an updated view of SEI's operating model going into 2021? And how should we think of maybe the T&E save, any potential, whether I stay safe or any other additional T&A spend going into 2021? Thank you.
spk12: Sure. I mean, the way we're thinking about the return to office work is right now we have about 250 or so employees in our offices, mostly here in Pennsylvania. We've recently announced to our workforce that we wouldn't be bringing back any significant numbers again until the earliest March 1st. So a few months ago, we were more hopeful that the pandemic would have progressed further than it has. We would have been able to bring more people back by now. So we made that announcement. At the same time, we also reminded our workforce that there may be instances where we might need to pull some people into the office or offices for specific periods of time for their job functions, particularly when we get closer to year-end, so year-end processing. In terms of additional costs we would incur or adjustments, I don't really see much change on that front over the next quarter. You know, we're very cognizant of making sure that our employees have as comfortable work from home experience as they can have so we've done a lot on that front already we're also cognizant of in really all of our locations the challenges that working parents are having with school school-aged children or younger than school-aged children so we've made some adjustments there that we think will can help at least a little bit with that issue. When it comes to T&E, I don't expect much change there over the next quarter. We're certainly not planning any big client events or celebrations. And I'd say when it comes to travel and the movement of our workforce out into the field and conversely, the movement of clients visiting campus, that will occur, and it is occurring on a very limited basis. I expect that will expand a little bit over time, but I don't expect that really to get anywhere close to I'll call it normal for a while. And it's really twofold. One, we're very protective of our workforce and our willingness to let them travel, and conversely, prospects and clients really don't want a lot of visitors. So We can accommodate visitors here to campus safely. We've prepared the campus for that. We have protocols for our employees who do travel, who are required to travel by client demand and voluntarily travel, I might add. But I don't see travel and entertainment changing much.
spk10: That's very helpful. Thank you. Thank you, Lance. You're welcome.
spk01: You're welcome.
spk10: Thank you.
spk01: Thank you. And next we'll go to the line of Robert Lee with KBW. Please go ahead.
spk02: Great. Thanks. Just a tax follow-up, maybe to – I know it's always hard to predict just given, you know, moves around with, you know, options exercise and whatnot. But, you know, in the venture where you sit now, what you're kind of thinking about is a kind of tax rate going forward?
spk04: Yeah.
spk12: Yeah, I think it'll be in this range. Third quarter, we get a little bit of tax benefit from some expiring elements for the most part. It should be in a similar range to third quarter and the fourth quarter.
spk02: Great. And then maybe one last thing on two straight patients and another last thing you ever want to do is talking about hypotheticals, but hypothetically, you know, if, you know, down the road, you know, we have, you know, are facing higher corporate tax rates, you know, maybe, who knows, but, you know, is there any reason to think, you know, where you sit today, would you expect kind of, let's say, what, a 700 basis point increase? Would that be kind of the full effect on you guys, or is there any way where you're sitting today, you're thinking, Maybe because of foreign-sourced income or something, it would be less. Just trying to get your own kind of sense of that.
spk12: Hypothetically, I think we would have to prepare for any, I would say, flat direct increase in the statutory rate without any other elements of adjustment. It would probably hit us pretty directly. Okay. Thank you for taking my hypothetical. Yeah. And I don't know if you recall when the tax cut occurred, we got, you know, we, we got pretty much full benefit from, from that as well. And, uh, right. And there's also this little thing on most companies balance sheet called deferred tax assets, liabilities, those have to adjust as well. So if you get these one, you know, one quarter anomalies, one, And we all have that. We don't have it probably as much as most companies do. Something to watch out for. Hypothetically.
spk02: Hypothetically. Thank you. Appreciate it.
spk01: Thank you. And I have no further questions in queue at this time.
spk12: All right. Well, then with that, I'll now pass it on to Steve to talk about the private banking segment. Steve?
spk06: Thanks, Dennis. Good afternoon, everyone. For the third quarter of 2020, revenues for the segment totaled $114.8 million, which was down 2.1% from the third quarter of 2019, which was due primarily to previous announced client losses and a decrease in our asset management revenues. In comparison to the second quarter of 2020, revenues for the segment were up 6.6% for the third quarter, which was due primarily to one-time revenues tied to implementation activities. For the third quarter of 2020, quarterly profit for the segment was down $4.7 million from the third quarter of 2019. This year-over-year decrease was primarily driven by previously announced client losses and a decline in our asset management business. Quarterly profit was up about $1.7 million from the second quarter of 2020, mainly driven by our increase in one-time revenues. In turning to sales activity, For the quarter, we closed $29.8 million of gross recurring sales events and we contracted eight clients for another $22.6 million in revenue, which in total solidified $52.4 million of recurring revenue and resulted in approximately $600,000 of net recurring events for the investment processing business, offset by a negative $1.3 million in asset management events. This offset brought our total net recurring events for the quarter to a negative $700,000 for the segment. The difference between our gross events and the net events was primarily due to a small net down in one of our deals signed for the quarter. The average term for our re-contracts this quarter was 3.9 years, and also in the quarter we closed $11 million in one-time sales. I'm pleased to announce that during the quarter, we signed an agreement with one of our largest and longest-running client partners, U.S. Bank, to adopt the SEI Wealth Platform. U.S. Bank, the fifth-largest bank in the nation, has been a client of SEI since 1977 and will join over 50 other signed clients committed to utilizing SWP as the core technology and infrastructure to grow and modernize their wealth management business. In July, U.S. banks signed this long-term SWP contract and implementation agreement. U.S. banks selected the SAI wealth platform to fuel their global growth strategic initiatives and to take advantage of an upgraded technology and infrastructure solution set that will power the future of their wealth management and investment services business. U.S. bank will consume SWP in a software-as-a-service model. As this is a large-scale implementation, we expect a multi-phase, multi-year conversion. In the interim, U.S. Bank will remain on our Trust3000 platform. We have started implementation activities with U.S. Bank. This event is significant for us for several reasons. First, it validates our One SEI strategy, as we are able to modularize our platform and approach to offer only core-to-core back office for SWP and move this agenda faster, finalizing it during the pandemic. Second, it allows us to land SWP with US Bank and then provides us the opportunity to expand our additional SWP front office capabilities to US Bank. Third, this is a large-scale SaaS adoption of SWP, further validating the broad capabilities of SEI's wealth platform And finally, this will allow us to support U.S. Bank's continued global growth in a more meaningful way. We have enjoyed many milestones as longtime partners with U.S. Bank in this industry, and we are thrilled to be able to continue our long-term partnership as well as to expand our relationship. Also during the quarter, we signed an agreement with a new client to SEI, Pacific Premier Trust, a division of Pacific Premier Bank. We won this business in a competitive process, and we expect Pacific Premier Trust to migrate to SWP from a competitor platform in the first half of 2021, and we look forward to welcoming them to the SEI family and supporting their future growth initiatives. From a UK perspective, we continue to see continued expansion and growth from the Fusion Schroeder's migration and continued progression with the HSBC implementation. As an update on our backlog, our total signed but not installed backlog is approximately $73.1 million in net new recurring revenue. Turning to implementation activity, in the third quarter, we successfully converted two clients to the SEI Wealth Platform, Choate Hall and Stewart LLP in Boston, Massachusetts, and Legacy Trust Company in Houston, Texas, both existing Trust 3000 clients. Both clients were successfully brought live on SWP in a 100% remote environment. While others in the industry are experiencing implementation delays, we continue to install clients on time and on budget. Throughout the quarter, SEI and our client partner teams continue to successfully operate in virtual environments and met all milestones and live dates to avoid any disruption to our client's business. The teams have enhanced our remote training and implementation capabilities and the continued success of these conversions will ensure our ongoing ability to bring clients live under unforeseen circumstances. This capability to finalize these implementations during these disruptive times is a testament to our clients, our workforce, and bodes well for the future. From an asset management standpoint, total assets under management ended the period at $23.5 billion, representing a 2% increase from the second quarter of 2020. Our AUM increase was due to market appreciation. Our cash flow for the third quarter of 2020 was a negative $314 million. In turning to the business environment, despite the ongoing pandemic and the challenges that has brought, we continue to operate as business as usual, and our workforce continues to rise to the occasion, and across our company, we have executed extremely well, finding new ways to engage clients and prospects. I am encouraged by the continued strong market activity we are seeing and the growth opportunities in front of us. I am further encouraged by the execution of our One SEI strategy and the investments we are making in our platforms and business to drive sustainable growth. Our people, our culture, and our technology are differentiators, and I feel well-positioned due to them. That concludes my prepared remarks, and I'll now turn it over for any questions you may have.
spk01: Thank you. As a reminder, if you wish to ask a question, please press 1 and then 0 at this time. And we'll go to the line of Owen Lau with Oppenheimer. Please go ahead.
spk10: Thank you for taking my questions again. Sorry, Steve. For the one-time revenue, I didn't get the amount. How much was the one-time revenue and what was that? And overall, we see margins started to expand from here. Should we take it as a sign that it's the beginning of a more sustainable margin expansion from here, or it's too early to say it will bounce around over the next couple of quarters? Thank you.
spk06: So the one time, Owen, that we closed in the quarter was $11 million in one-time sales. As far as the margin, I would say we're still dealing with the client losses that we've announced at nauseam before. And we're still going to kind of digest them through this quarter and the rest of this year. I think I've mentioned this before on a number of calls. My hope is that sometime in 2021 as we get through this and start to implement in a more meaningful way our backlog, I'm hoping to get to a point where we can have a more sustainable and accelerating margin path. Got it. Thanks, Steve. Sure.
spk01: Thank you. And next we'll go to the line of Robert Lee with KBW. Please go ahead.
spk02: Great. Thanks, Steve. Hope you're well. Sure, I am. Hope you are, too. All good, thanks. A lot of the numbers you went through, I think, pretty quickly, so maybe if we could go back. Well, I guess my first question is really, you know, if the private bank, you know, SWP win, you know, I'm assuming that's incorporated into your kind of net numbers for the quarter, and how should we think about, you know, Is that kind of sort of a neutral revenue impact for a while? I'm just trying to get a sense of how that impacts. Sure, Rob.
spk06: It's a great question, and I understand there's a lot of moving parts here. So what I'll say is this. So remember, obviously, U.S. Bank is a great move to SWP for us. And like in the past, any time an existing client moves to SWP, even when it's in a competitive process, While I'd love to announce the entire event as new revenue, we can't. We obviously have revenue on the book. So we only announce any net up. In this case, again, because of the one SAI strategy, we were afforded the ability to just sell the core back office processing, core to core, SWP to trust. to U.S. Bank. And obviously we did that because it wasn't the full stack at a reduced rate. So actually it was a little net down from trust, from the trust number. But we have the ability now, as I said, to kind of land and expand and upsell U.S. Bank and potentially negate or improve that net down. So the gross, it reflects obviously that and the net reflects the net down from that as well as the new sale and any net ups we had from that. The importance I think that you should take from this, and I know we talked about this a little last quarter, between last quarter and this quarter, We have solidified through new business and recontracts close to $100 million of revenue in the segment for the next three to seven years. Quite frankly, I think that is the significant point that you should take, and I think it's the important point you should take going forward. When we look at growing this business, there's really four legs to growing this. One, retaining our existing clients. Two, growing our existing clients. Three, bringing new clients on. And four, expanding our opportunities, our solutions, and our markets and our at-bats, if you will. We're doing all four.
spk02: Great. And then maybe just a quick follow-up. With the backlog, the 71-odd million backlog, if you could just remind us how you're thinking about that in terms of, you know, turning on, I mean, I guess if I remember correctly, maybe the first half over like kind of an 18-month period, maybe starting next year, and then the other half kind of, you know, over the next several years post that. That's the right way to think of it.
spk06: Yeah, I think so. I think last time it was, I think the rough numbers they gave was about 50% in the next 18 months we expect to come on, and then the next 50, you know, after that, you know, going up to, you know, almost, you know, 28, 30 months. You know, if I looked at it now, you know, we've obviously added to that backlog now, but I say that's still directionally correct how I would look at it. Obviously, some of the deals that are in conversion, that would be down to about 15 months, but some of the new we added will add to that. So if I had to look at it roughly, I'd say around 52, 53% the next 18 months and the rest after that, you know, spread out. Okay, great. Thank you, Steve. Appreciate it, Bruce.
spk01: Thank you. Next, we'll go to the line of Chris Shutler with William Blair. Please go ahead.
spk09: Hey, Steve. Good afternoon.
spk06: Good afternoon, Chris. How are you doing?
spk09: Good. How are you? Good. So first on U.S. Bank, so if that sounds like a modest net down, recognizing it's like for like, just Now, I'm trying to reconcile how that makes sense, if SWP is massively better technology than what U.S. Bank has had in the past. And that certainly isn't kind of the same as your experience in Wells Fargo five years ago when you announced that, that it was like for like also, but was still a pretty nice step up in recurring revenue.
spk06: Well, Chris, they did not buy the full stack of SWP. So while what they're getting certainly is a step up to what they have, they have not bought the full stack. So, again, going back to our one SEI strategy and some of the talks we've had, you know, the full stack, while extremely powerful and extremely valuable, is sometimes hard because it's such a big transformational change. So in this case, They literally bought the core-to-core back office, you know, kind of SWP to Trust 3000, and that's what they're installing. So all the value-add front office applications, unlike Wells, are not included in this. Okay. Got it. Okay. That makes sense. Obviously, U.S. banks are quite a large and longstanding partner. And obviously getting this done in this timeframe in the pandemic and securing this revenue and the move to SWP and giving us the opportunity to grow, I think is a significant step.
spk09: Yep. Okay. Makes sense. And then secondly, on maybe expenses, just help us think through the trajectory of expenses in your business, not only Q2 to Q3, but just how we should think about them. going forward. So is Q3 a good jumping off point, I guess?
spk06: Yeah, so certainly expenses were up, but Dennis went over them a little bit. If you look at our net up, I think our expenses were now quarter over quarter, a little over $5 million. Some of that, I'd say a million dollars of it was directly tied to our asset management revenue increase. If you think about it as the revenue increases there, our underlying sub-advisor and manager fees go up. Half of it was tied to some of the processing and trade corrections that Dennis had mentioned. And the remainder was personnel expenses, kind of partly due to our normal mid-year raise cycle. And some of it very positively tied to some new headcounts tied to new revenue coming in. So I think going forward, obviously, as I've said before, my job is to grow the top line and bottom line. We've got a great group of people that are focused on this. And we're going to manage expenses. But, you know, as we bring new business on, you will see an uptick in some of our personnel and some of our technology. But, you know, that's in the vein of bringing new revenue in. But, you know, we're very focused on managing this and hopefully keeping it flat or bringing it down. And hopefully getting into next year where I can provide a more sustainable and accelerating profit trajectory.
spk09: Okay, got it. And lastly, Steve, on the asset management distribution business, did you say that the flows were negative 314?
spk06: Yeah, cash flows were negative 314 million for the year, for the quarter.
spk09: For the quarter. Is there any sign of that business turning a quarter? It feels like you're sort of in this flattish to slightly negative in most quarters these days.
spk06: Yeah, I think what's going to happen, and I think what we're in, you can imagine the environment. And I think private banks are taking a pretty conservative view on their asset management side. And that negative for our side was really made up of two clients who really were deciding to put a cash position, a more defensive cash position together. And we see a lot of unrest with the election coming, the pandemic going on. So I think to turn the corner fully, we're going to see a little bit more – we need to see a little bit more stabilization after the election and some of the other things for the banks to feel a little bit more comfortable to lean in. Okay. Thanks a lot.
spk09: Sure.
spk01: Thank you. And next we're to the line of Ryan Kenney with Morgan Stanley. Please go ahead.
spk08: Hey, Steve. Good afternoon. Good afternoon, Ryan.
spk06: Welcome.
spk08: Thanks. Just on the Trust 3000 platform, I know you still have some clients on that platform and it's profitable and you've talked about wanting to keep that platform running for a while. Just want to get a sense of where we're at in the transition and has the pandemic and the current economic environment impacted the appetite for migrating to Trust 3000 to SWP at all?
spk06: No, I think, you know, certainly some people, some of our clients, you know, aren't entertaining any moves right now because of the pandemic. I'd put them on the lower side. I think we're still engaged with many of them on the increasing capabilities they can get with SWP. And I think that will happen in the normal course. And I think, as I've said before, Trust 3000 is still a very powerful platform that competes well in the market. And I view it, and the one word I always use, it's an asset. And it's a growing asset. So, you know, my view of it right now is we're going to continue with that. And it's a growing asset. We're going to continue to support it. And as we continue to move clients to SWP, you know, we'll continue to look at it. But I think with the one SEI mindset, there's opportunities for us to take components of our other platforms combined with Trust 3000 and provide an even powerful tool. Because I do think, you know, when we look at the grand scheme of the clients left in Trust 3000, There's some that SWP might not be a fit for for a number of reasons, including, you know, maybe the limited size of their wealth management business. Maybe they're more on the trust side. And maybe the capabilities it provides them are ones that they just don't want to invest in right now. But I think there's opportunities for us to continue to grow the trust relationship and expand our services through some of the other assets via the one SEI mindset. Thank you.
spk01: Thank you. And next we'll go to the line of Chris Donnett with Piper Sandler. Please go ahead.
spk07: Hey, Steve. How are you doing? Good. How are you, Chris? Doing fine. Wanted to ask one question on the land and expand strategy. My question is directly about U.S. Bank, but I wouldn't expect it answered directly. So just thinking in general about landing and expanding with the one SEI strategy, what are you competing against as you think, not so much on the core-to-core strategy, transaction that you're doing now with with US Bank but as you were if you were to sell more of the SCI wealth platform what's what's your competition that's in-house in in banks like US Bank well thank you that's the way I was going to answer it I I don't want to speak specifically about any one client but what I would say the norm across all banks we're seeing anywhere from homegrown legacy technology to
spk06: To plug and play front office anywhere from CRM to portfolio management to modeling software. So it kind of runs the gamut. But the key is, in many cases, very disparate technologies cobbled together to solve the situation. But in the long term, it's made the situation worse. So they're really looking for a straight through powerful platform and technology stack. And I think part of the benefit of doing it this way is it gives them the ability to digest a major part of the improved platform and then start to transition other pieces in a more kind of expanded cadence, which I think is very appetizing, especially when you look at many of these firms have a number of systems, anywhere from five to 10. So I think it provides definitely a better trajectory and a more acceptable, less risky way of transforming their internal operations and replacing internal systems.
spk07: Okay. Got it. Thanks very much. Sure.
spk01: Thank you. And I have no further questions in queue at this time.
spk06: Great. With no other questions, I'll turn to the investment manager segment. So for the third quarter of 2020, revenues for the segment totaled $123.8 million, which was $11.6 million, or 10.4% higher, as compared to our revenue in the third quarter of 2019. This year-over-year revenue increase was due primarily to net new client funding and existing client expansions. Our quarterly profit for the segment of $44 million was $3.7 million or 9.2% higher as compared to the third quarter of 2019. Higher profits year over year were primarily driven by an increase in revenue offset by a smaller increase in personnel expense and investments. Third party asset balances at the end of the third quarter of 2020 were $730.4 billion, approximately $61.8 billion higher than the asset balances at the end of the second quarter of 2020. This increase was due to net new client fundings of $29.3 billion and market appreciation of $32.5 billion. In turning the market activity, during the third quarter of 2020, we had a strong sales quarter with net new business events totaling $12.2 million in recurring revenue, as well as recontracts of $9.5 million in recurring revenues. These events include the following highlights. In our alternative market unit, we closed a number of strategic new names while sales to existing clients continue to be robust as these clients continue to launch new products. SEI was selected to provide our front office platform, providing investor onboarding, data management, and reporting to support a $135 billion alternative manager and a highly competitive transaction. This significant deal demonstrates our capability to deliver standalone, comprehensive platform solutions in addition to our standard role as fund administrators. In addition, we were selected by a startup credit shop with a significant track record, capitalizing on our market leadership in the private credit space, and we were also selected by a growing private equity real estate manager to convert from a competitor due to our operational expertise and technology platform. In our traditional market unit, in addition to continuing our momentum with collective investment trusts and expanding our relationships with our clients, We also are pleased to announce the addition of our first turnkey ETF client to our Advisors Inner Circle trust platform. In Europe, private credit, private equity, and real assets continue to be the main drivers of new fund launches with strong cross-sales with existing clients. In our family office services unit, we continue to see steady demand in the single family office segment with new name sales events for the Archway platform. In summary, we continue to see strong momentum in the business and across our client base. As we all know, this year has had its fair share of challenges, and I am immensely proud of our workforce who are the real key to our continued success. Their persistence and resilience in the face of these challenges have been nothing less than remarkable and is being noticed and appreciated by our clients. As we enter the final stretch of 2020, We will continue on executing on our growth opportunities, as well as investing in our overall platform, including the front-end platform, which we feel has significant growth opportunity for us. That concludes my prepared remarks, and I'll now turn it over for any questions you may have.
spk01: Thank you. As a reminder, if you wish to ask a question, please press 1 and then 0 at this time. And we'll first go to the line of Ryan Kenney with Morgan Stanley. Please go ahead.
spk08: Hey, just a question on the fee rate. So if I look at investment managers' revenues over your average assets under administration and management, it looks like the fee rate came down a bit this quarter. I just want to check, is that because of pricing pressure or is it asset appreciation and onboarding coming in at the end so the fee rate shouldn't roll forward? Thanks.
spk06: Yeah, I think it's more of the latter. And if you think of this quarter, our new event, and even looking at the new events that funded, a lot of it is with existing clients. many of those clients might be reaching higher tiers or lower tiers of their breakpoints, et cetera. So I would say it's more a function of that, as well as, you know, as we look for some of our products and solutions, they're less tied to assets and more tied to a platform fee and some other volume increases. But I'd say the primary for the quarter is more of the type of business that came in from clients. Thanks. That's helpful. Sure.
spk01: Thank you. And next we'll go to the line of Robert Lee with KBW. Please go ahead.
spk02: Hi again, Steve. You can probably predict my first question.
spk06: Backlog. I leave it out so you can ask me for it. It's $36.9 million at the end of the quarter. Great.
spk02: Thanks. And on the... On the re-contracting, you know, I guess it was $9 million. Can you maybe give us some color around that, what you saw this quarter or maybe last or expecting in terms of, you know, kind of, you know, are you kind of re-contracting at kind of a similar revenue level but adding some additional services? I'm just trying to get some color around kind of the... Yeah.
spk06: So, you know, every client's a little different. You know, some clients have, depending on the segment, some clients have had a rough year and maybe their assets have dropped and certainly we're a good partner and we'll lean in to help them as we recontract and look for the future and potentially to sell them other business. But I think mostly for this quarter, we saw recontracting at the same fee level and, you know, just a continuation and expansion of years. And in some cases, an expansion of services and an uptick because of an expansion of those services.
spk02: Okay. Great. That was it. Thank you.
spk03: Sure.
spk01: Thank you. Next, we're to line up Owen Lau with Oppenheimer. Please go ahead.
spk10: Thank you. Steve, just a quick modeling question. For the $5 million uptake in expense line item, was there any kind of one-time consulting expenses related to investigation or compliance? or this incremental expense would stay there because of the personal expense you mentioned. Thank you.
spk06: Yeah, in this segment, I'd say half the uptick was really tied to personnel, and I would say that was a combination of, again, our mid-year salary and promotion kind of routine we go through, as well as hiring new people for new business, which I think is a great sign. Our investments were up, and that was probably closer to about 20%. And there was some others around, you know, consulting and professional services. And as Dennis mentioned, a little bit due to professional fees and costs due to some of the other situations we had at the, you know, earlier this year. I think for the most part, you know, we're looking to manage the expenses. You know, we could see some uptick due to personnel and continue to bring new revenue and new business in. But, you know, we're hoping to keep that, you know, at a modest pace.
spk10: Got it. Thank you, Steve. Sure.
spk01: Thank you. I have no further questions in queue at this time.
spk06: Okay, thank you. If there's no other questions, I will turn it over to Wayne Withrow to go over the advisor segment. Wayne? Thanks, Steve.
spk03: During the third quarter of 2020, we continued execution of our business strategy in a virtual environment. While making progress, we continue to evolve our virtual model and feel we are uniquely positioned to take advantage of this new reality. Third quarter revenues totaled $103 million. These revenues were flat compared to the third quarter of last year. Now, while revenues were flat, our asset balances increased year over year, but our asset mix resulted in this growth not being reflected in revenue growth. The good news is these assets are on our platform, and we hope to receive increased fees as they move into equity and fixed income products. Like revenues, expenses were flat compared to the third quarter of last year. The corporate-wide increases Dennis discussed and increases in sub-advisor expenses driven by our SMA program were mostly offset by savings in an assortment of other areas, including travel and sales compensation. Our profits remained flat from last year's third quarter. Assets under management at the end of the third quarter was $69.4 billion. This is up roughly 2.5% from September 30, 2019. Our average assets under management during the quarter were up a similar percentage from last year's quarter. Positive markets and positive cash flow from sales activity contributed to overall asset growth, but portfolio repositioning into money market products prevented this growth from yielding revenue growth. Net cash flow for the quarter was $114 million. This total is net of $158 million in advisory fees taken by our advisors. Going forward, I intend to report cash flow gross of these advisory fees since they are not the result of sales activity. Exclusive of these fees, cash flow for the quarter was $272 million. In addition to this cash flow into our assets under management, we had $250 million in cash flow into non-managed assets on our platform. We recruited 56 new advisors during the quarter. As I discussed during SEI's second quarter call, our investment management unit is now curating some products managed by third-party asset managers. We are seeing growth of these curated products. In summary, we are settling into the new normal driven by COVID-19 and are focused on driving growth operating in this new environment. A scale, strong financial position, and technology-driven culture will allow us to capitalize on this new business environment. I now welcome any questions you may have.
spk01: Thank you. As a reminder, if you wish to ask a question, please press 1 and then 0 at this time. And we'll first go to the line of Ryan Kenney with Morgan Stanley. Please go ahead.
spk08: Can you hear me?
spk03: I can, Ryan. Hi.
spk08: Hi. Just want to see if you could give us an update on the competitive environment, specifically in the certainty asset management program, what you're seeing there and how we should think about any pricing pressure going forward. Thanks.
spk03: I think the competition in the turnkey space is fierce, and it's other turnkey providers, and it's also competition from the internally managed broker-dealer platforms. And I think you will continue to see a pricing pressure in those markets. However, I would say that if you look at the leverage inherent in our business model, I think we are really well positioned in a feed compression world right now. Thanks.
spk08: And has the remote working environment impacted demand for your platforms at all?
spk03: I don't know if it's increased the demand for our platform. I think in a remote environment – the functionality in the platform and just, you know, the ease of remote processing has allowed us to thrive in the remote environment. And I think people are more inclined to outsource perhaps than they were in the past, but it's real. The platform is really an enabler. And I think it, quite frankly, it operates as well in a virtual world as it does in a live world.
spk08: Thanks.
spk01: Thank you. And next we'll turn the line of Robert Lee with KBW. Please go ahead.
spk02: Thank you. Hi, Wayne. How are you?
spk03: I'm great, Rob, and I don't have a backlog to talk to you about. Okay.
spk02: I just want to make sure you understand your comments around kind of the net cash flows and the change starting its quarter. And I apologize, but it's late in the day. So can you maybe just walk through that again and why it's changing? Sure.
spk03: Yeah, I mean, every quarter, our advisors collect their advisory fees out of the investment accounts. And traditionally, we have always included that, if you will, negative cash flows, redemptions, which go to pay the advisory fees in our cash flow numbers. But really, if you look at cash flow as a measure of sales activity, that really has nothing to do with sales activity. And it's you know, as we've gotten bigger and bigger, it's become a more significant number. You know, as I said during the last quarter, it was $160 million that went out just to pay for the advisory fees for advisors. So we're no longer going to, we'll include that, if you will, in market appreciation and depreciation, which is really, it's much more akin to that. It's not something that's a direct result or even an indirect result of sales activity.
spk02: Okay. I see. So it's, Kind of like you'll report AUM net as opposed to gross, but close to be kind of grossed up.
spk03: Same dollars. We report AUM and AUA net. I'm just saying that in the net calculation, we're not going to include the fees paid to advisors.
spk02: Okay. Okay, great. I think I get it. And then also I think you touched on the $250 million of cash flows to non-managed assets. And I think last quarter you're going to start maybe talking more about kind of those, the total was not those AUA, if you will. So can you just update us on kind of where that is today?
spk03: I'm sorry, could you repeat the last part of that question again, Rob? I didn't get it.
spk02: You know, the assets under administration, I mean, I think you had $250 million of cash flows to non-managed assets, right? So, I mean, that's becoming increasingly important. So, I mean, I'm just trying to get a handle on what is your AUA or kind of your non-managed assets on the platform today.
spk03: Yeah, I would say it's north of $10 billion. But it's, you know, the AUA... When you look at AUA, which is primarily a pure custody, it's not so much a revenue driver as it enables us to gather the assets onto the platform. And it's a variation of the land and expand strategy Steve discussed. This gives us existing clients which we're better able to address going forward as they have increasing needs or differing needs that we can meet with other products.
spk02: Thanks, Wayne.
spk01: Thank you, and I have no further questions in queue at this time.
spk03: Okay. With that, I will turn it over to Paul, who will discuss that institutional segment.
spk05: Thanks, Wayne. Good afternoon, everyone. I'm going to discuss the financial results for the third quarter of 2020. Third quarter revenues of $79.6 million decreased 1% compared to the third quarter of 2019. Third quarter operating profits of $41.8 million decreased 3% compared to the third quarter of 2019. Operating margin for the quarter was 52.5%. Revenue decreases were impacted by negative client fundings and were offset by higher capital markets. Operating profits were negatively impacted by one-time severance expenses and a one-time trading error, but positively impacted by lower travel costs. Quarter end asset balances of $89.7 billion reflect a $200 million increase compared to the third quarter of 2019. This slight increase is driven by positive capital markets offset by negative client fundings. Net sales were a positive $1.65 billion for the quarter, which was comprised of gross sales of $2.35 billion and client losses of $700 million. New OCIO signings were strong, and included U.S. healthcare, U.S. not-for-profit, governmental, and fiduciary management defined benefit. The unfunded new client backlog at quarter end was $925 million. Sales momentum saw a positive turn with increased activity and a return to in-person execution and select accounts, while also enhancing our virtual interactions with prospects. OCIO RFPs and inbound inquiries continue to be strong in the quarter and in the early stage of the fourth quarter. We are very focused on existing clients as our current clients are apt to also go through a formal rebid process due to a time anniversary with SCI. On the new strategic initiative side, we formally launched our enhanced CIO, eCIO solution to the large end of the institutional marketplace in the third quarter. We are actively marketing this solution and building a pipeline and looking to add more sales resources. This solution is consistent with the one SCI mindset. We continue to research other strategic initiatives and evaluate new markets globally. Thank you very much, and I'm happy to answer any questions that you may have.
spk01: Thank you. Once again, if you have a question, you may press 1 and then 0 at this time. And we'll go to the line of Ryan Kenney with Morgan Stanley. Please go ahead.
spk08: Hi, Paul. How are you? Good, Ryan.
spk05: Yourself?
spk08: Good. On the ECIO, I just want to understand how material of a driver that is for revenues at this point.
spk05: Well, it's not a driver at all. There's no revenue in our group for ECIO. So we're just launching this into the large institutional marketplace We think globally there's about 1,800 suspects that fit the qualitative and quantitative definition of those that want to insource and have a team. And the solution, as you know, is to make the team more efficient and more effective. So anything that we do with respect to the CIO, we have not had a transaction yet, would be incremental to the revenue and incremental to the profits of the unit.
spk08: Got it, thanks. And then one more question. I understand that there's some benefit from lower rates on the DB businesses from delays in the funding status. How should we think about quantifying the revenue impact if long-end rates were to rise from here?
spk05: If long-end rates were to rise, it'd be hard for me to just give you a quick quantification on, you know, from a revenue perspective. You know, our book is about $32 or $33 billion of corporate defined benefit assets. The average funded status of those defined benefit plans presently is about 84% on a PBO basis. 100 basis points would certainly give them a better inflection point and would probably move the funded status 3% or 4%, all things being equal with, you know, the assets. Certainly not in a position to annuitize or immunize the portfolio, but it may be for certain clients that are more funded or certain clients that have more cash, that type of move might give them an opportunity to do a curtailment. So certainly it's a tailwind for our business when long rates are low, and it would be a headwind as long rates raise over time because legacy defined benefit plans may decide to take action.
spk08: Got it. Thanks.
spk05: Thank you.
spk01: Thank you. Next, we'll go to the line of Robert Lee with KBW. Please go ahead.
spk02: Hi, Paul. How are you?
spk05: Good, Robert. Good to talk to you.
spk02: Me too. I really just want to clarify any comments about net flows and funding. I guess I was a bit confused, which is not unusual. I guess I was just trying to rectify. If I heard it correctly, the quarter you maybe... Increase in AUM is driven by markets, also by some, I guess, outflows or defunding. You had, I heard it right, about a billion and six of net inflows. I must have heard something wrong, or maybe I'm just misunderstanding it. I'll make sure I have it correct.
spk05: I'm comparing, so the quarter end asset balance, Robert, I'm comparing it against the previous year. So collectively, for the four quarters, we've had more outflows than we've had inflows. with respect to the third quarter in and of itself. We sold 2.35 billion, we lost 700 million and we have a backlog of 925 million. So not everything that we sold in the third quarter funded in the third quarter. So some of that, so we usually, when we have a sales event, we usually have a 30 or 45 day lag before it actually comes in to the portfolio and therefore we start accruing revenue. But my comments about the negative client fundings are more year over year, not quarter versus quarter.
spk02: Oh, great. Got it. That's helpful. And then I guess I'm just kind of curious. I mean, your margin is pretty healthy in this business. It's been running at a pretty high rate. So, I mean, as you look ahead, particularly as you kind of – launch the ECIO initiative and understanding some of the one SEI costs are in a different segment, but is there any reason, how should we be thinking about margin development going forward and maybe peak margin and that settling back down towards 50 makes more sense? Just trying to get a handle on that.
spk05: Yeah, I would say clearly the biggest impact with respect to margin Robert, is if we lose a client and they move out of our OCIO platform versus a similar dollar that comes in, we're probably going to lose profitability. We probably are making more on what we're losing than what we're bringing in. So we have that reality. We have the rebid reality. When we go out and retain a client, we probably are not going to be retaining them at the same rate that we just had. Now, that said, that by clients that are more diversified that might consume more alternative investments. ECIO, the great thing about ECIO is much of the technology, if not all the technology, is built. It's very similar to the technology infrastructure and stack that Steve and Phil McCabe sell to the Investment Management Services Unit. So there's not a lot of build out there. There's a service model. There's some sales people. There's some reporting and things like that. But it's not – we don't think that's a huge investment in capital. And again, it's a real great leverage point of SEI of unleashing those capabilities to an adjacent market.
spk02: Great. Thank you. Appreciate the call.
spk05: Thank you.
spk01: Thank you. Next, we'll go to the line of Chris Stretler with William Blair. Please go ahead.
spk09: Hey, Paul. Good afternoon. So first, could you break out the net new assets in the quarter versus the market appreciation?
spk05: So again, the net new assets, meaning that the sales are just sales. There's no market appreciation in the sales. Are you saying the second quarter versus the third quarter?
spk09: Correct. To get from the second quarter ending assets to the third quarter ending assets, how much of it was markets versus how much of it was net new or new business one?
spk05: Yeah, it looks like it's about roughly $2.5 billion would be market. About $1.5 billion roughly is probably based on new events.
spk09: Okay. And then I think going back a year or two ago, You were talking about, you know, at least thinking about doing tuck-in acquisitions in your space or maybe making a select hire or two, maybe mainly to address the endowment foundation area. Is that still something that's a strategic priority or maybe just an update on that would be great?
spk05: Sure, sure. It is something formally we looked at last year, fourth quarter. We did have an outside firm present us some opportunities. So we have decided to pause on the properties that we saw. We did not think they would bring anything incremental to us or differential to us. We have set our sights more on a personnel strategy of select individuals that enhance the capabilities for an ENF solution, which we've already done. delivered on two fronts, and there's another one that we're looking at. But also, part of that process, when we were looking at properties, and specifically the larger end of the market, confirmed our belief that many of the larger end of the markets actually don't want to outsource, they want to insource. And that really kind of unleashed with the capability of one SCI to really go to market with this enhanced CIO solution, rather than fight the fight of trying to tell a $2 billion endowment they should outsource, we are going to deploy our capabilities and saying, we can make you more efficient from a technological standpoint. So I think that was a breakthrough series of work that we were able to do both internally and externally.
spk09: Got it. OK. Thanks for the update.
spk05: Thanks, Chris.
spk01: Thank you. I have no further questions in queue at this time.
spk05: Great. I will now turn the call over to Kathy Heilig, SEI's controller.
spk00: Thanks, Paul, and good afternoon, everyone. I have some additional corporate information about this quarter. The third quarter cash flow from operations was $131.1 million, or 89 cents per share, bringing year-to-date cash flow from operations to $395.2 million, or $2.64 per share. third quarter free cash flow was a hundred and sixteen point three million bringing year-to-date free cash flow to three hundred and thirty three point five million in the third quarter our capital expenditures excluding capitalized software were eight point seven million this number includes the expansion of our facility a year-to-date capital expenditures excluding capitalized software are $43.1 million. We project for the fourth quarter the capital expenditures will be approximately $15 million. We also would like to remind you that many of our comments are forward-looking statements that are based upon assumptions that involve risk and that the financial information presented in our release and on this call is unaudited. In some cases, You can identify forward-looking statements by terminology such as should, may, will, expect, believe, continue, or appear. Our forward-looking statements include our expectations as to the time horizons of our investments and the ability to take advantage of opportunities. Our ability to expand our relationships and revenue opportunities with existing clients. The degree to which we benefit from our scale, resources, technology, and infrastructure. Our ability to bring clients live in unforeseen circumstances. The demand for our products and services and the components of our business that will drive growth. Revenue that we believe will be generated by sales events that occur during the quarter or when our unfunded backlog may fund. our resource allocations and technology and platforms in which we choose to invest, including our one SEI initiative. The strategic initiatives and business segments that we will pursue, the strength of our pipeline and growth opportunities, and our ability to execute on and the success of our strategic objectives. You should not place undue reliance on forward-looking statements as they are based on the current beliefs and expectations of management and subject to significant risks and uncertainties, many of which are beyond our control or subject to change. Although we believe the assumptions upon which we base our forward-looking statements are reasonable, they could be inaccurate. Some of the risks and important factors that could cause actual results to differ from those described in our forward-looking statements can be found in the risk factor section of our annual report, Form 10-K, for December 31, 2019. That report is available on our website. There may be additional risks that we do not presently know or that we currently believe are immaterial, which could also cause actual results to differ from those contained in our forward-looking statements. We do not update the forward-looking statements to reflect the impact of circumstances or events that may arise after the date of the forward-looking statement. And now please feel free to ask any other questions that you may have.
spk01: Thank you. As a reminder, if you wish to ask a question, please press one and then zero at this time. And we'll go to the line of Chris Shutler with William Blair. Please go ahead.
spk09: Thanks. Just one last one for Steve. Steve, I want to come back to the U.S. bank discussion and just the trying to figure out, like, is there a compelling reason for a bank to to only buy the backend, the custody platform, and not use SEI for the front office tools. I would think that using SEI for everything would be a lot more integrated, a better experience, et cetera. But just help us think through the thought process of a bank as they go through that backend implementation and what the risk is that they wouldn't use SEI for other solutions.
spk06: Yeah, Chris, I understand, but I think you're overthinking it a little. So look at it this way. I think it's very compelling to use the whole platform. However, as we've discussed numerous times, a lot of times when adopting the whole platform, it should be like open heart surgery. It's quite a large transformation. And part of our plan to increase growth was to adopt the one S guy mindset to modularize our platform and give the ability to adopt pieces of the platform. Now, obviously, in this case, they're adopting the core to core back office, which is a large part of it. However, there's a lot of great front end technology and other services that are packaged with the platform. And I think the real key here is it gives the ability to for any institution to lean in and adopt SEI and move in a less impactful way and not as many hurdles, and then certainly add more components as they go. So I think, quite frankly, it gives optionality which in this day and age, and especially dealing with large financial institutions, I think is much needed and more positive. So I quite frankly look at this as a huge positive move and positive outcome with a great opportunity for the future.
spk09: Okay. Thanks for that. I appreciate the clarification. Sure.
spk01: Thank you. And I have no further questions in queue at this time.
spk11: So, ladies and gentlemen, we are fighting on two fronts. First, the COVID-19 disruption, and second, growing revenues and profits during the disruptive times. On the first front, we were very fortunate to have planned well and been able to keep our workforce healthy and productive. On the second front, we faced short-term headwinds, but we believe that we'll prevail, thanks to our motivated and innovative workforce and strategic investments we are making in our future. Please be safe and remain healthy. Have a great day.
spk12: Thank you for attending.
spk01: Thank you, ladies and gentlemen. That does conclude your conference for today. Thank you for your participation and for using AT&T Executive Teleconference Service. You may now
Disclaimer