Kelly Services, Inc. (Kelya): Modelo de negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico das soluções de força de trabalho, a Kelly Services, Inc. (Kelya) se destaca como um jogador fundamental, transformando como as empresas abordam a aquisição e gerenciamento de talentos. Ao aproveitar uma tela inovadora de modelo de negócios que preenche a tecnologia, a experiência humana e as parcerias estratégicas, a Kelly Services criou um nicho único na indústria de pessoal competitivo. Sua abordagem abrangente vai além do recrutamento tradicional, oferecendo soluções flexíveis e orientadas pela tecnologia que capacitam organizações de diversos setores a construir forças de trabalho ágil e de alto desempenho.

Kelly Services, Inc. (Kelya) - Modelo de negócios: Parcerias -chave

Fornecedores de tecnologia de gerenciamento de força de trabalho

A Kelly atende parceria com os seguintes provedores de tecnologia:

Provedor de tecnologia	Foco em parceria	Ano de implementação
SAP SuccessFactors	Integração de software de gerenciamento da força de trabalho	2019
Dia de trabalho	Plataforma de gerenciamento de capital humano	2020
Oracle HCM Cloud	Aquisição de talentos e planejamento da força de trabalho	2021

Instituições educacionais para fornecimento de talentos

Parcerias acadêmicas estratégicas incluem:

• Universidade Estadual de Michigan
• Universidade de Michigan
• Wayne State University
• Instituto de Tecnologia de Rochester

Agências de pessoal e recrutamento globais

Rede de agências	Cobertura geográfica	Volume anual de colaboração
Grupo de Manpower	Global	42.000 colocações
Grupo ADECCO	Multi-continental	35.000 colocações

Clientes corporativos em nível corporativo

Principais parcerias da indústria:

• Automotivo: General Motors, Ford Motor Company
• Tecnologia: Microsoft, IBM
• Saúde: Johnson & Johnson, Pfizer
• Fabricação: Boeing, Caterpillar

Parceiros de integração de tecnologia e software

Parceiro de tecnologia	Solução de integração	Valor do contrato
Bullhorn	Integração de CRM de recrutamento	US $ 3,2 milhões anualmente
Software Greenhouse	Sistema de rastreamento do candidato	US $ 2,7 milhões anualmente
Alavanca	Plataforma de aquisição de talentos	US $ 2,5 milhões anualmente

Kelly Services, Inc. (Kelya) - Modelo de negócios: Atividades -chave

Pessoal de força de trabalho temporário e permanente

Em 2023, a Kelly Services registrou US $ 4,86 ​​bilhões em receita total, com os serviços de pessoal representando uma parcela significativa de seu modelo de negócios.

Categoria de pessoal	Volume anual de colocação	Taxa horária média
Equipe temporária	385.000 funcionários	US $ 18,75 por hora
Colocação permanente	62.500 colocações profissionais	US $ 25.000 por taxa de colocação

Serviços de recrutamento e colocação de talentos

A Kelly Services opera em 9 países com estratégias abrangentes de recrutamento.

• Recrutamento profissional em 15 verticais da indústria
• Plataformas de recrutamento digital que atendem a mais de 10.000 clientes corporativos
• Banco de dados de candidatos anuais de 2,1 milhões de profissionais

Consultoria de gerenciamento da força de trabalho

Serviço de consultoria	Engajamento anual do cliente	Contribuição da receita
Planejamento estratégico da força de trabalho	425 clientes corporativos	US $ 186 milhões
Otimização da força de trabalho	312 clientes corporativos	US $ 142 milhões

Soluções de terceirização de RH

A Kelly Services gerencia as funções de RH para 750 empresas de médio a grande parte.

• Processamento da folha de pagamento para 185.000 funcionários
• Benefícios de serviços de administração
• Gerenciamento de conformidade

Programas de treinamento e desenvolvimento de habilidades

Categoria de treinamento	Participantes anuais	Investimento do programa
Habilidades técnicas	47.500 participantes	US $ 22,3 milhões
Desenvolvimento profissional	36.000 participantes	US $ 15,7 milhões

Kelly Services, Inc. (Kelya) - Modelo de negócios: Recursos -chave

Extenso banco de dados candidato

A partir de 2023, a Kelly Services mantém um banco de dados de aproximadamente 1,5 milhão de candidatos em potencial em vários setores e níveis de habilidade. O banco de dados abrange vários setores, incluindo:

Setor	Cobertura candidata
Tecnologia da Informação	275.000 candidatos
Assistência médica	350.000 candidatos
Engenharia	225.000 candidatos
Administrativo	400.000 candidatos

Plataformas de tecnologia de recrutamento avançadas

A Kelly Services investe US $ 12,3 milhões anualmente em infraestrutura de tecnologia de recrutamento, incluindo:

• Algoritmos de correspondência de candidatos a IA
• Sistemas de gerenciamento de talentos baseados em nuvem
• Tecnologias de triagem de aprendizado de máquina

Rede global de recrutadores profissionais

A Kelly Services emprega 1.800 recrutadores profissionais Em 41 países, com distribuição regional da seguinte forma:

Região	Número de recrutadores
América do Norte	850
Europa	550
Ásia-Pacífico	250
América latina	150

Forte reputação da marca

A Kelly Services tem uma avaliação da marca de US $ 475 milhões, com 92% de taxa de retenção de clientes em 2023.

Ferramentas abrangentes de avaliação de talentos

Investimento em tecnologias de avaliação de talentos: US $ 8,6 milhões em 2023, cobrindo:

• Plataformas de teste psicométricas
• Sistemas de verificação de habilidades
• Algoritmos de previsão de desempenho

Kelly Services, Inc. (Kelya) - Modelo de Negócios: Proposições de Valor

Soluções de força de trabalho flexíveis para empresas

A Kelly Services fornece soluções de força de trabalho em vários setores, com US $ 5,1 bilhões em receita anual para 2022. A Companhia atende a aproximadamente 90% das empresas da Fortune 100 por meio de acordos flexíveis de pessoal.

Segmento da indústria	Cobertura da força de trabalho	Volume anual de colocação
Tecnologia da Informação	42% do total de colocações	87.500 colocações profissionais
Fabricação	28% do total de colocações	62.300 trabalhadores industriais
Assistência médica	15% do total de colocações	33.600 profissionais médicos

Acesso a diversos pools de talentos

A Kelly Services mantém um banco de dados de talentos de 1,2 milhão de candidatos pré-selecionados em 23 países. O alcance global da empresa permite o acesso a talentos especializados em vários setores.

• Rede de talentos globais que cobrem a América do Norte, Europa e Ásia-Pacífico
• Candidatos com habilidades especializadas em tecnologia, engenharia e domínios científicos
• Recursos multilíngues da força de trabalho

Processos de recrutamento rápido e eficiente

O tempo médio para contratar posições profissionais é de 14 dias, com 92% de taxa de satisfação do cliente. As plataformas de recrutamento digital permitem a correspondência e a triagem rápidas de candidatos.

Pessoal especializado em vários setores

A Kelly Services fornece soluções de pessoal em 10 verticais da indústria primária, com estratégias de recrutamento especializadas.

Setor	Força de trabalho especializada	Penetração de mercado
Tecnologia	Engenheiros de software, cientistas de dados	48% de participação de mercado
Fabricação	Técnicos qualificados, operadores de máquinas	35% de participação de mercado
Assistência médica	Enfermeiros, técnicos médicos	22% de participação de mercado

Estratégias de gerenciamento de força de trabalho personalizadas

A Kelly Services oferece soluções de força de trabalho personalizadas com US $ 450 milhões investidos em plataformas de recrutamento orientadas por tecnologia. Os clientes corporativos recebem estratégias personalizadas de otimização da força de trabalho.

• Ferramentas de análise de força de trabalho proprietárias
• Algoritmos de correspondência de candidatos orientados pela IA
• Serviços abrangentes de planejamento da força de trabalho

Kelly Services, Inc. (Kelya) - Modelo de negócios: relacionamentos com o cliente

Gerenciamento de contas pessoais

A Kelly Services mantém mais de 16.500 relacionamentos ativos de clientes corporativos em vários setores. A empresa atribui gerentes de conta dedicados a 72% de seus clientes corporativos de primeira linha.

Segmento de cliente	Abordagem de gerenciamento de contas	Porcentagem de cobertura
Clientes corporativos	Gerentes de conta dedicados	72%
Clientes do mercado intermediário	Gerenciamento de contas compartilhadas	25%
Clientes de pequenas empresas	Canais de suporte digital	3%

Plataformas de aquisição de talentos online

A Kelly Services opera plataformas digitais com 1,2 milhão de candidatos a emprego registrados e 87 tecnologias automatizadas de recrutamento.

• Plataforma Digital Kelly OCG
• Kelly Connect Online Recruitment Portal
• Sistema de correspondência de candidatos automatizados

Relatórios regulares de desempenho e satisfação

A empresa realiza pesquisas trimestrais de satisfação do cliente com uma taxa de resposta de 94% e mantém uma pontuação líquida do promotor de 68.

Métrica de relatório	Valor de desempenho
Taxa de resposta da pesquisa de satisfação do cliente	94%
Pontuação do promotor líquido	68
Revisões anuais de desempenho do cliente	4

Equipes de suporte ao cliente dedicados

A Kelly Services mantém 325 profissionais de suporte de clientes especializados em 12 centros de serviços globais.

Programas contínuos de engajamento de talentos

A empresa implementa 47 iniciativas de retenção e engajamento de talentos, com 62% dos trabalhadores temporários recebendo oportunidades de desenvolvimento profissional em andamento.

Programa de engajamento	Taxa de participação
Treinamento de habilidades profissionais	62%
Oficinas de desenvolvimento de carreira	48%
Plataformas de aprendizado digital	55%

Kelly Services, Inc. (Kelya) - Modelo de Negócios: Canais

Site corporativo

A Kelly Services opera www.kellyservices.com como seu principal canal digital para o envolvimento do cliente e do candidato.

Métrica do site	2023 dados
Visitantes anuais do site	2,4 milhões
Publicações de emprego	15.783 listagens ativas
Candidato Profile Envios	87.456 envios anuais

Plataformas de recrutamento digital

A Kelly Services utiliza vários canais de recrutamento digital.

• De fato
• LinkedIn
• Ziprecruiter
• Monster.com

Plataforma	Publicações mensais de emprego
LinkedIn	6,234
De fato	5,876

Equipes de vendas diretas

A Kelly Services mantém representantes de vendas dedicados em várias regiões.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas	1,247
Receita anual média por representante	US $ 1,2 milhão

Sites de rede profissional

A Kelly Services envolve ativamente plataformas de redes profissionais para aquisição de talentos.

Plataforma	Contagem de seguidores	Taxa de engajamento anual
LinkedIn	378,000	4.7%
Twitter	156,000	2.3%

Feiras e conferências do setor

A Kelly Services participa de eventos estratégicos da indústria para o desenvolvimento de negócios.

Categoria de evento	Participação anual	Geração de chumbo
Conferências Nacionais	12	1.456 leads qualificados
Feiras regionais	24	2.789 contatos em potencial

Kelly Services, Inc. (Kelya) - Modelo de negócios: segmentos de clientes

Grandes corporações empresariais

A Kelly Services atende às empresas da Fortune 500 em vários setores, com aproximadamente 87% das empresas da Fortune 100 utilizando suas soluções de pessoal e força de trabalho.

Indústria	Porcentagem de clientes grandes corporativos	Contribuição anual da receita
Tecnologia	29%	US $ 275 milhões
Fabricação	24%	US $ 228 milhões
Financiar	18%	US $ 171 milhões

Pequenas e médias empresas

A Kelly Services suporta aproximadamente 45.000 empresas pequenas e médias em todo o país.

• Valor médio do contrato: US $ 47.500
• Setores primários servidos:
  • Serviços profissionais
  • Varejo
  • Logística

Setores de fabricação e industrial

A Kelly Services gera US $ 612 milhões em receita anual de clientes de fabricação.

Subsetor de fabricação	Contagem de clientes	Colocação da força de trabalho
Automotivo	1.250 clientes	38.000 trabalhadores
Eletrônica	890 clientes	22.500 trabalhadores
Aeroespacial	475 clientes	12.000 trabalhadores

Organizações médicas e de saúde

A Kelly Services suporta 3.750 instituições de saúde com soluções especializadas da força de trabalho.

• Receita anual do setor de saúde: US $ 425 milhões
• Segmentos da força de trabalho:
  • Profissionais clínicos
  • Equipe administrativo
  • Especialistas técnicos

Empresas de tecnologia e serviços profissionais

A Kelly Services fornece soluções de força de trabalho para 2.600 organizações de serviços profissionais e de tecnologia.

Segmento de tecnologia	Contagem de clientes	Receita anual
Desenvolvimento de software	890 clientes	US $ 215 milhões
Infraestrutura de TI	650 clientes	US $ 172 milhões
Segurança cibernética	385 clientes	US $ 98 milhões

Kelly Services, Inc. (Kelya) - Modelo de negócios: estrutura de custos

Despesas de recrutamento e triagem

Para o ano fiscal de 2022, a Kelly Services registrou despesas totais de recrutamento e aquisição de talentos de US $ 54,3 milhões.

Categoria de despesa	Custo anual
Publicidade de recrutamento	US $ 18,7 milhões
Processos de verificação de antecedentes	US $ 12,5 milhões
Tecnologia de triagem de candidatos	US $ 23,1 milhões

Compensação e benefícios dos funcionários

A Kelly Services alocou US $ 1,2 bilhão para a remuneração total dos funcionários e os benefícios em 2022.

• Salário e salário: US $ 892,6 milhões
• Benefícios para a saúde: US $ 187,4 milhões
• Planos de aposentadoria: US $ 76,3 milhões
• Outra compensação: US $ 43,7 milhões

Investimentos de infraestrutura de tecnologia

As despesas com infraestrutura de tecnologia para 2022 totalizaram US $ 45,6 milhões.

Área de investimento em tecnologia	Gastos
Computação em nuvem	US $ 16,2 milhões
Segurança cibernética	US $ 12,8 milhões
Desenvolvimento de software	US $ 16,6 milhões

Custos operacionais de marketing e vendas

As despesas de marketing e vendas para 2022 foram de US $ 134,7 milhões.

• Marketing Digital: US $ 42,3 milhões
• Compensação da equipe de vendas: US $ 67,9 milhões
• Tecnologia de vendas: US $ 24,5 milhões

Escritório global e sobrecarga administrativa

A sobrecarga administrativa de 2022 totalizou US $ 98,4 milhões.

Categoria de sobrecarga	Custo anual
Despesas da instalação	US $ 38,6 milhões
Salários administrativos	US $ 42,7 milhões
Despesas operacionais corporativas	US $ 17,1 milhões

Kelly Services, Inc. (Kelya) - Modelo de negócios: fluxos de receita

Taxas de serviço de pessoal temporário

A Kelly Services gerou US $ 4,87 bilhões em receita total para o ano fiscal de 2022, com serviços de pessoal temporário representando uma parcela significativa deste fluxo de receita.

Categoria de receita	Porcentagem da receita total	Quantidade (USD)
Serviços de pessoal temporário	65.4%	$3,188,180,000

Comissões de colocação permanente

As comissões permanentes de colocação contribuem para a receita da Kelly Services por meio de taxas de recrutamento e colocação.

• A taxa média de colocação varia entre 15-25% do salário anual do candidato
• Receita anual estimada da colocação permanente: US $ 320 milhões

Receitas de consultoria de gestão da força de trabalho

Os serviços de consultoria fornecem um fluxo de receita adicional para os serviços Kelly.

Tipo de serviço de consultoria	Contribuição da receita
Consultoria de estratégia da força de trabalho	US $ 175 milhões
Consultoria de gerenciamento de talentos	US $ 95 milhões

Tergas de serviço de terceirização de RH

A terceirização de RH representa um segmento de receita crescente para os serviços da Kelly.

• Receita total de terceirização de RH: US $ 245 milhões em 2022
• Taxa de crescimento anual: 7,2%

Taxas de treinamento e desenvolvimento de habilidades

Os programas de treinamento e desenvolvimento geram receita adicional para a empresa.

Categoria de programa de treinamento	Receita anual
Treinamento de habilidades profissionais	US $ 86 milhões
Desenvolvimento de habilidades técnicas	US $ 62 milhões

Kelly Services, Inc. (KELYA) - Canvas Business Model: Value Propositions

Access to high-quality, specialized talent in high-demand sectors like SET.

Kelly Services, Inc. connects more than 400,000 people with work every year through its network of suppliers and partners.

For the Science, Engineering & Technology (SET) segment, revenue for the thirteen-week period ended September 28, 2025, was $113.7 million, representing a year-over-year decline of 9.0% for the quarter. The year-to-date revenue for the SET segment through the first nine months of 2025 reached $335.0 million.

The value proposition is supported by the broader gig economy context in 2025, where:

• 70+ million Americans identify as gig workers.
• 5.6 million independent workers in the US earned over $100,000 annually in 2025.
• 82% of freelancers report more job opportunities in 2025 due to remote hiring.

The specialized talent offering is quantified by segment performance:

Service Line	Q3 2025 Revenue (In millions of dollars)	Year-over-Year Change (Q3 2025)
Science, Engineering & Technology (SET)	113.7	-9.0%
Enterprise Talent Management (ETM)	129.1	-13.1%

Scalable, flexible workforce solutions to manage client costs and risk.

Kelly Services, Inc. reported total revenue from services of $935.0 million for the thirteen-week period ended September 28, 2025. The company demonstrated expense management, with adjusted Selling, general and administrative expenses declining by 9.7% year-over-year in Q3 2025.

Flexibility and cost management are reflected in margin expectations:

• Q3 2025 adjusted EBITDA margin was 1.8%, a decrease of 70 basis points year-over-year.
• The company expects an adjusted EBITDA margin of approximately 3% for the fourth quarter of 2025.

Outcome-based solutions (RPO/BPO) for improved efficiency and talent supply chain.

The Enterprise Talent Management (ETM) segment, which includes outcome-based services like payroll process outsourcing, generated $129.1 million in revenue for Q3 2025. This segment experienced a decline of 13.1% year-over-year for the quarter. For the first nine months of 2025, adjusted earnings were $51.0 million.

Reliable K-12 staffing and fill-rate improvement for school districts.

The Education segment is a resilient area, posting revenue of $142.1 million in Q3 2025, marking growth of 0.9% year-over-year. Kelly Education supports over 10,000+ schools with their workforce needs.

Specific performance metrics in K-12 staffing include:

• One Florida district saw a 42 percentage point substitute teacher fill rate lift.
• In a prior period, Kelly covered nearly 1,000 long term substitute teacher positions at an 87% fill rate.
• The Education segment maintained a gross profit rate of 14.1% in Q3 2025, an increase of 20 basis points year-over-year.

Offering remote and flexible work opportunities for the professional gig worker.

The value proposition for the professional gig worker aligns with the overall market trend where 63% of gig workers say they prefer a flexible work schedule to a bigger salary. For the first nine months of 2025, total revenue was $3.2 billion.

The company's commitment to this segment is seen in its overall connection of people to work:

Metric	Value	Context/Year
Total People Connected with Work Annually	400,000+	Current Operations
Full-Time Independent Workers (US)	27.7 million	2024
High-Earning Freelancers ($100K+) (US)	5.6 million	2025

Kelly Services, Inc. (KELYA) - Canvas Business Model: Customer Relationships

You're looking at how Kelly Services, Inc. manages its client interactions in late 2025, a period where operational discipline and targeted growth are key, especially after the Q3 2025 results showed a 9.9% year-over-year revenue decrease to $935.0 million.

Consultative, high-touch sales for large Enterprise Talent Management (ETM) clients.

For large Enterprise Talent Management (ETM) clients, the relationship model centers on deep integration and maximizing value capture. Kelly Services, Inc. explicitly focuses on a market strategy within ETM to further enhance the delivery of its full suite of offerings and increase share-of-wallet. This consultative approach is critical, as evidenced by the significant impact of large customer dynamics; in Q3 2025, discrete impacts from three large private sector customers accounted for a portion of the revenue decline, which was consistent with expectations. For the fourth quarter of 2025 outlook, the company projected an 8.0% reduction related to these discrete customers and federal contractors within the ETM segment. The ETM segment itself saw an underlying revenue decline of approximately 1.9% in Q3 2025, excluding those discrete impacts.

Dedicated account management teams for specialized segments (SET, Education).

The structure relies on specialized teams aligning with the distinct needs of the Science, Engineering & Technology (SET) and Education segments. In Q2 2025, the Education segment showed reported revenue growth of 5.6% (or 5.3% organically), indicating successful relationship management in that market. Conversely, the SET segment organic revenue declined by 8.5% in Q2 2025, though this was partially masked by the acquisition impact. By Q3 2025, the SET segment revenue was down 9% reported, or 3.5% excluding the federal government impact. This segmentation necessitates dedicated management to navigate varied demand curves, such as the continued strength in K-12 staffing within Education noted in Q2 2025.

Tech-enabled self-service and AI-powered offerings for scale.

Kelly Services, Inc. is actively transforming operations to enhance efficiency, which includes technology modernization as a key expense optimization initiative. Management highlighted opportunities in AI talent solutions during the Q3 2025 earnings discussion. The focus on efficiency is reflected in the adjusted SG&A expense reduction of 9.7% year-over-year in Q3 2025, driven by structural and demand-driven efforts, which would include scaling technology use. While specific self-service adoption rates aren't public, the commitment to technology modernization supports scalable, less high-touch interactions where appropriate.

Long-term, performance-based contracts for outcome-based services.

The relationship is increasingly moving toward outcome-based service contracts, which are higher-margin. Since 2020, Kelly Services, Inc. has been shifting its revenue mix toward these higher-margin solutions, including Managed Service Provider (MSP) and Recruitment Process Outsourcing (RPO). In Q2 2025, outcome-based offerings (excluding contact center solutions) demonstrated resilience, growing 2% year-over-year, driven by the ETM segment. These contracts structure client payment contingent on volume managed, a monthly management fee, or a per-unit basis for services performed related to an outsourced process or project. The company maintained its quarterly cash dividend at $0.075 per share, reflecting confidence in its cash flow generation, which is supported by this strategic mix shift.

The following table summarizes the reported revenue performance across the three primary customer-facing segments for the third quarter of 2025, illustrating the current focus areas:

Segment	Q3 2025 Reported Revenue	Year-over-Year Change (Reported)	Underlying Revenue Change (Approximate)
Enterprise Talent Management (ETM)	Not explicitly stated separately from total	-13.1%	Approximately -1.9%
Science, Engineering & Technology (SET)	Not explicitly stated separately from total	-9.0%	Approximately -3.5% (Excluding federal impact)
Education	Not explicitly stated separately from total	+0.9%	Growth maintained
Total Company	$935.0 million	-9.9%	Approximately -2.0% (Excluding discrete impacts)

The gross profit rate for Q3 2025 was 20.8%, a 60 basis point decrease versus the prior year quarter, with ETM's rate down slightly and SET's rate declining 80 basis points.

Finance: draft 13-week cash view by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Channels

You're mapping out how Kelly Services, Inc. (KELYA) gets its specialized talent solutions and consulting services to the enterprise client and the talent pool itself. The channels are deeply integrated with their three core operating segments, which dictates how they push value out to the market.

The delivery mechanism is segmented to match the specialized nature of the business, which, as of Q2 2025, centers on Enterprise Talent Management (ETM), Science, Engineering & Technology (SET), and Education. The channel strategy must support these distinct revenue streams. For instance, the SET segment, which saw reported revenue growth of 19.4% in Q2 2025 (largely due to the Motion Recruitment Partners acquisition), relies on channels that can deliver highly specialized, outcome-based solutions, often requiring direct, consultative engagement. Conversely, the Education segment, which showed reported revenue growth of 5.6% in Q2 2025, utilizes channels optimized for high-volume, localized staffing, like K-12 fill rates.

Here's a quick look at how the segments performed in Q2 2025, which informs the channel focus:

Operating Segment	Reported Revenue Change (Q2 2025 YoY)	Organic Revenue Change (Q2 2025 YoY)	Reported Gross Profit Margin (Q2 2025)
Science, Engineering & Technology (SET)	19.4% increase	8.5% decline	25.6%
Education	5.6% increase	5.3% increase	14.4%
Enterprise Talent Management (ETM)	3.9% decline	5.1% decline	Not explicitly stated, but overall company GP rate was 20.5%.

The total reported revenue for Q2 2025 was $1.1 billion, with a total gross profit rate of 20.5%, up 30 basis points from the prior year quarter.

Direct client engagement is managed through a dedicated sales structure. You'll find that the direct sales force and consulting teams are critical for landing the larger, more complex enterprise contracts, especially within the ETM and KellyOCG (Outsourcing & Consulting) offerings. These teams target decision-makers in procurement and HR, focusing on selling managed services and outcome-based solutions rather than just contingent labor. Targeted digital content marketing was a major channel driver in 2024, contributing to 45% of new enterprise client acquisitions that year. The sales team also leverages a proprietary CRM system to identify clients with high workforce volatility.

For talent acquisition, the channel mix is heavily weighted toward digital methods to source the high volume of workers Kelly Services places-over 400,000 people annually across 30 countries.

• Programmatic job advertising is used extensively for broad reach.
• A streamlined mobile application process is key for candidate conversion.
• The Kelly Now platform supports digital access for industrial staffing candidates and managers.
• The company attracted over 1.2 million new global workforce applicants in 2024 through these digital channels.

Talent retention, which directly impacts channel reliability, is supported by the Kelly Learning platform and a loyalty program offering preferred job access.

The physical and virtual office network provides the necessary local market delivery capability, which is essential for compliance and on-the-ground support, even as digital channels grow. Kelly Services operates across the Americas, Europe, and Asia-Pacific regions.

• The Americas region generated $1,073.1 million in revenue in Q2 2025.
• Europe accounts for 15% of total revenue, with key centers in the UK, Germany, and Ireland.
• Asia-Pacific contributed 21% of 2024 revenue.
• Managed Service Provider (MSP) solutions are available in 70 countries, while direct placement connects people in 30 countries.

This global footprint, supported by a broad base of strategic suppliers, ensures they can deliver workforce solutions where and when they are needed most, even while managing organic revenue headwinds, such as the 3.3% organic revenue decline in Q2 2025 (which included a 1.4% impact from reduced federal contractor demand).

Finance: draft Q3 2025 cash flow forecast by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Customer Segments

You're hiring before product-market fit is fully solidified, so understanding exactly who pays you and who works for you is the first step in stabilizing the model. Kelly Services, Inc. serves a dual customer base: the enterprise clients who issue the requisitions and the talent pool who fulfill the work.

Enterprise Clients: Mid-to-large Businesses Seeking Flexible Staffing Globally

The core B2B customer base consists of mid-to-large enterprise clients looking for scalable, flexible workforce solutions across various geographies. Kelly Services, Inc. generated total revenue of approximately $4.3 billion in the 2024 fiscal year.

Customer concentration shows a reliance on a core group of large accounts. As of the end of 2024, the largest 100 customers accounted for an estimated 58% of total company revenue, with the top 10 customers contributing 29% of that total. Honestly, the largest single customer represented about 6% of total revenue in 2024. This concentration means relationship management with these top-tier clients is defintely critical for revenue stability.

Specialized Industries Driving Demand

Kelly Services, Inc. focuses its efforts on specific, high-growth industry verticals where specialized skills are in demand. The company explicitly tracks its business mix based on these specialties, which is a key part of its strategy to move toward higher-margin outcome-based solutions.

The breakdown of 2024 gross billings highlights the concentration in these areas:

Industry Vertical	Percentage of 2024 Gross Billings
Technology	28%
Healthcare	22%
Advanced Manufacturing	19%

The Education segment, which includes K-12 school districts, remains a strong customer base. For context on the scale, Kelly Education reported US education staffing revenue of $972 million in 2024. Looking at the most recent operational data from Q3 2025, the Education business edged up 0.8% year-over-year in revenue, showing resilience even as other areas faced headwinds.

Conversely, the Science, Engineering & Technology (SET) segment, which houses much of the Technology focus, saw revenue fall 9.0% year-over-year in Q3 2025, though it had shown strong reported growth in Q2 2025 at 19.4%, largely due to the prior acquisition of Motion Recruitment Partners (MRP).

Government Agencies and Educational Institutions

Business with government entities is a component, but the company has structured its contracts to limit single-source risk. As of 2024, no single federal, state, or local government contract represented more than 3% of total company revenue. However, reduced demand from U.S. federal government contractors was cited as a challenge impacting revenue in Q3 2025.

The Education segment specifically targets K-12 school districts and related institutions, providing substitute educators and other support staff. This segment showed reported revenue growth of 5.6% in Q2 2025.

The Talent Pool: The Supply Side of the Equation

Kelly Services, Inc. connects a vast number of workers with assignments annually. The company connects more than 400,000 people with work every year. This talent pool is segmented by skill level and preference for work structure.

Key characteristics of the talent pool include:

• Skilled professionals with bachelor's degrees or higher, aged 25-44, seeking project-based or temporary-to-hire roles.
• A growing segment of professional gig workers who prefer contract arrangements.
• Substitute educators servicing the Education segment.

The preference for flexible work is clear; the professional gig worker segment grew by 30% from 2023 to 2024. This indicates a structural shift in how a significant portion of their workforce prefers to engage with Kelly Services, Inc.

Finance: draft 13-week cash view by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Cost Structure

You're looking at the major drains on Kelly Services, Inc.'s bottom line as of late 2025. The cost structure is heavily influenced by the nature of the staffing business and the recent inorganic growth strategy.

Cost of Services remains the single largest cost component, representing the direct compensation and associated expenses for the contingent workforce deployed to clients. While specific dollar figures for total Cost of Services for Q2 or Q3 2025 aren't itemized separately from revenue to calculate a Gross Profit Rate for the entire company in the same way, we know the overall Gross Profit Rate for Q2 2025 was 20.5%. This implies that approximately 79.5% of revenue is consumed by the Cost of Services, which is primarily wages and benefits for contingent workers.

Selling, General, and Administrative (SG&A) expenses are the next major category. For the second quarter of 2025, Kelly Services, Inc. reported SG&A expenses of $207.3 million. This figure is up from $192 million in Q2 2024, with the increase attributed in part to the Motion Recruitment Partners (MRP) acquisition. On an adjusted organic basis for Q2 2025, SG&A expenses actually declined 1% year-over-year, showing some underlying cost control efforts.

The company is actively managing costs related to its strategic moves, which fall into several buckets:

• Integration and realignment costs from acquisitions like MRP were reported as $6 million in charges during Q2 2025.
• These Q2 charges also included costs for improving technology and processes across the enterprise.
• The third quarter of 2025 saw significant non-cash charges, including $102.0 million in goodwill impairment charges related to the integration of MRP and Softworld acquisitions in the Science, Engineering & Technology (SET) segment, alongside realignment efforts.

Debt financing for acquisitions directly impacts the income statement through interest expense. For the first half of 2025, the year-over-year decline in adjusted earnings per share reflected higher net interest expense due to debt incurred for the MRP acquisition. Specifically, the year-over-year decline in Q2 2025 adjusted earnings per share included an impact of $0.08 per share from increased net interest expense.

Here is a snapshot of key reported expense and margin figures from the Q2 and Q3 2025 reporting periods:

Cost/Metric Category	Period	Reported Amount	Context/Notes
Reported SG&A Expenses	Q2 2025	$207.3 million	Up from $192 million in Q2 2024
Integration and Realignment Charges	Q2 2025	$6 million	Included technology and process improvement costs
Goodwill Impairment Charges (Non-cash)	Q3 2025	$102.0 million	Related to MRP and Softworld acquisitions/realignment in SET
Increased Net Interest Expense Impact	Q2 2025 Adjusted EPS	$0.08 per share	Due to debt from MRP acquisition
Gross Profit Rate	Q2 2025	20.5%	Up 30 basis points year-over-year
Adjusted EBITDA	Q3 2025	$16.5 million	Down 36.7% versus prior year period

Kelly Services, Inc. is focused on driving structural efficiencies through technology enhancements, including leveraging AI, to improve the SG&A expense profile. The largest variable cost, Cost of Services, is directly tied to the contingent worker base, which means labor market conditions and bill/pay rate spreads are critical drivers of gross margin.

The company's Q3 2025 results showed an operating loss of $102.1 million, which was heavily skewed by the non-cash goodwill impairment charge. On an adjusted basis, excluding this charge, operating earnings were $4.3 million for Q3 2025. Finance: draft 13-week cash view by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Revenue Streams

You're looking at how Kelly Services, Inc. (KELYA) actually brings in the money, which is critical for understanding its valuation, especially given the recent market volatility. Here's the breakdown of their revenue sources based on late 2025 financial reporting.

The core of Kelly Services, Inc.'s revenue generation remains rooted in providing contingent and permanent talent, though the mix is evolving due to strategic acquisitions and market pressures. The primary revenue streams map closely to their operating segments: Science, Engineering & Technology (SET), Education, and Enterprise Talent Management (ETM).

The overall financial performance for the year-to-date shows a slight top-line increase despite organic challenges. Total Revenue for the first 9 months of 2025 was reported as $3,140.7 million. This compares to the Q2 2025 figure, which was $1.1 billion, marking a 4.2% increase year-over-year for that specific quarter, largely due to acquisitions like Motion Recruitment Partners (MRP).

Here is a look at the composition and recent performance of these streams, using Q2 2025 segment data as the best available proxy for service-line contribution:

Revenue Stream Category (Segment Proxy)	Q2 2025 Reported Revenue (Approximate)	Q2 2025 Year-over-Year Change	Key Driver/Note
Staffing Services (SET & Education Segments)	Substantial Majority (Education grew 5.6%)	Mixed (Education up 5.6%, SET organic down 8.5%)	Includes temporary and contract placements; Education strength offsets pressure in SET/ETM.
Outcome-Based Solutions (ETM Segment)	Significant Portion (ETM revenue down 3.9%)	Down 6.2% (Organic)	Fees from RPO, BPO, and MSP contracts; experienced pressure from a large contact center customer runoff.
Permanent Placement Fees	Minority Share	Moderating Decline	Commissions for direct-hire placements; noted as a drag on gross profit rate in Q2 2025.

You can see how the different services performed in the second quarter of 2025:

• Staffing Services: This remains the primary revenue source. In the ETM segment alone, staffing revenues declined by 7.7% year-over-year.
• Outcome-Based Solutions: These offerings, excluding contact center solutions, showed resilience, actually being up 2% year-over-year, driven by the ETM segment.
• Permanent Placement Fees: These commissions represented only about 1% of total revenue in Q2 2025.

The reliance on the core staffing model is evident, but the growth story is increasingly tied to the higher-margin, outcome-based solutions, even when the overall segment revenue is pressured. The fact that Perm fees were cited as a factor in gross profit rate compression suggests they aren't the current focus for margin expansion. Finance: draft 13-week cash view by Friday.