GROWING A PAYROLL SERVICE COMPANY BY THE NUMBERS. Data, Analysis, Governance

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1 GROWING A PAYROLL SERVICE COMPANY BY THE NUMBERS Data, Analysis, Governance

2 PAYROLL DATA Payroll is about data Revenue is driven by volumes Numbers of Customers Number of Services Number of Services Provided to Customers Revenue is driven by price Prices for Services Number of Pricing Tables Discounts from Standard Pricing

3 PAYROLL DATA Unit Pricing Provides the Best Information Bundled Pricing Bundled Pricing May be Important in Marketing Even if you Bundle services for your Customer, use Unit Pricing and Unit Volume to Manage your Business

4 PAYROLL DATA Payroll is about Data Expenses are Determined by Volumes and Help Managers Determine: Company and Service Line Profitability Make Up and Size of the Organization Productivity Levels

5 PAYROLL DATA Payroll Data is key to Providing: The Right Service to the Right Customer at the Right Price Information to Manage Margins Information to Manage EBIT Information to Compare Outcomes to Competition Information to Manage Growth Information to Building Value

6 PAYROLL DATA Data must be Accurate and Timely to be Useful Data will be Accurate if Data is defined Data is collected Data is reviewed Data is controlled and secure Data will be Timely if Daily Summaries are available at the beginning of the day Month End Statements complete and Correct the Day After Month End

7 DATA ANALYSIS Why Bother? Predictable Outcomes Improve Performance and Return on Investment Maintain Controls Manage Growth Manage Risks Comply with Regulations

8 DATA ANALYSIS Key Tools Budget Income Statement Balance Sheet Statement of Cash Flows Organization Chart and TOE Key Ratios Net Operating Margin EBIT

9 DATA ANALYSIS Income Statement Divide Revenues by Business Type Payroll HR Services Benefit Administration Retirement Services Break Out Services to get Some Detail Interest on Funds Held for Customers Classify Expenses as Industry Leaders Do for Best Comparison Operations Customer Service Sales and Marketing General and Administrative

10 DATA ANALYSIS Balance Sheet Debate on Including or Keeping Separate Fiduciary Funds Receivables are a Thing of the Past Monthly Changes in the Balance Sheet Effect Cash Flows Statement of Cash Flows This is the Single Most Important Report in Managing a Business Cash In and Cash Out Changes in Cash Flows Non-Cash Items Changes in Capital, Distributions

11 DATA ANALYSIS 60 to 70% of Expenses are Salaries and Benefits The Organization Chart Key Inputs Number of Checks Gross Income per Customer Average Number of Employees Average Number of Payrolls Per Month Right Sizing the Organization Table of Organization General Service Volumes Industry Productivity Standards

12 DATA ANALYSIS Key Ratios Operational Ratios Operations (IT, Production, Pack-Out) to Revenues Customer Service (Implementation, Customer Service, Tax) to Revenues Sales and Marketing to Revenues General & Admin to Revenues Performance Ratios Operating Income to Revenues EBITA

13 DATA ANALYSIS Basic First Level Ratios to Shoot For: Operating Ratios Ops to Revenues 20% Customer Service to Revenues 30% Sales & Marketing to Revenues 10% G & A to revenues 25% Performance Ratios Operating Income to Revenues 15%

14 GOVERNANCE Tone at the Top Sound Business Plan Capable and Strong Leadership Risk Management Monitor and Act

15 GOVERNANCE Risk Management Business Risks Competition Technology Fiduciary Regulations Financial Risks Customer Credit Flow of Funds Operational Risks Operating Systems (Principle and Linked-in) and Controls Data Security Execution

16 HENSHAW/VIERRA MANAGEMENT COUNSEL, LLC GUY R. HENSHAW 2410 CAMINO RAMON, SUITE 224 SAN RAMON, CA PHONE:

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