Overall Velocity: 30-Day Velocity Management

Overall Velocity: 30-Day Velocity Management

Purpose: This document outlines the Velocity Framework and Daily Management Process designed to monitor deal aging, identify high-risk claims, and support progressive improvement of CSP’s overall Velocity performance.
Velocity (30 days) Framework Management Process

The framework is intended to:
  1. Improve visibility on aging deals
  2. Focus intervention efforts on high-impact claims
  3. Reduce extreme outliers
  4. Encourage proactive deal movement
  5. Support long-term optimization of overall average Velocity performance
This process also defines the responsibilities of the Velocity Team and TSCM Team in maintaining, reviewing, and reporting Velocity claims daily.
Framework (note: work in progress)

Tier Green - Currently On Track (0 to 29 Days Running Velocity)
Definition:
Represents deals progressing within the expected operational cycle time.

Approach:
  1. No active monitoring required
  2. Deals are expected to progress naturally within this range
  3. No intervention or reporting escalation needed
Tier Yellow - Watch Zone (30 to 45 Days Running Velocity)
Definition:
Represents deals approaching the upper limit of the expected Velocity cycle.

Approach:
  1. Soft reminder and awareness stage
  2. Encourages proactive review before the claim becomes overdue
Action:
The Deal Owner will receive a reminder to:
“This claim has now reached between 30–45 days in Velocity. Please review and ensure movement.”

Goal:
  1. Increase visibility on aging claims
  2. Encourage proactive deal handling
  3. Prevent claims from progressing into the Red Zone
Tier Red - Intervention Zone (46+ Days Running Velocity)
Definition:
Represents deals exceeding the expected Velocity cycle and requiring structured intervention.

Approach:
  1. Inclusion in daily Velocity reporting
  2. Daily monitoring and review by TSCM
  3. Focused intervention to identify blockers and drive resolution
Goal:
  1. Reduce aging and stagnant claims
  2. Address recurring operational blockers
  3. Improve overall Velocity distribution over time
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Strategic Direction

This framework is designed around CSP’s current operational performance, where the average deal Velocity is approximately 45 days.

The focus of this framework is to:
  1. Reduce extreme outlier claims (90+ day deals)
  2. Shift overall performance toward a lower average Velocity
  3. Allow gradual tightening of thresholds as operational performance improves
This progressive approach allows CSP to improve Velocity performance without overextending operational resources across all deals simultaneously.

******************************************************************************
Long-Term Direction

As overall Velocity performance improves, thresholds may be adjusted accordingly.
Examples:
45 days → 40 days
40 days → 35 days

This ensures:
  1. Better focus on high-impact claims
  2. Efficient allocation of operational resources
  3. A scalable Velocity Management model that evolves with business performance
Daily Management Process

Step 1: DAILY VELOCITY DATA UPDATE
Responsibility: Velocity Team
Action:
The Velocity Team will pull the daily Velocity data and maintain the active Velocity monitoring list.

The Velocity Team will:
  1. Add newly identified deals that:
    1. Are not yet included in the monitoring list
    2. Have not yet been reviewed by TSCM
  2. Remove deals that have moved into the following stages:
    1. Cancelled
    2. Closed
    3. Bill the Client
    4. Completed
Goal:
Maintain an updated and accurate Velocity monitoring list for TSCM review.

Step 2: TSCM DAILY REVIEW
Responsibility: TSCM (Ivy and Irish)
Action:
The TSCMs will conduct daily reviews of all active claims included in the Velocity monitoring list.

This includes:
  1. Reviewing newly added entries
  2. Reviewing existing aging claims
  3. Identifying blockers, delays, or inactivity trends
  4. Determining possible next-step recommendations
Expectations:
  1. Reviews must be completed daily
  2. No specific review time is required
  3. All reviews must be completed before end of day
Notes:
Ivy and Irish will both participate in the review process daily.

Step 3: DAILY VELOCITY REPORT SENDING
Responsibility: TSCM
Action:
The TSCMs will send the Daily Velocity Report every morning.

The report will reflect:
  1. Newly identified high-risk claims
  2. Existing Red Zone claims requiring intervention
  3. Summary of claims in Red Zone
Process Flow:
  1. Review today
  2. Send report the following morning
Goal:
Provide visibility and accountability on aging claims while supporting proactive deal movement across teams.

Note:
Emails will only be sent to AM's currently in the list and to the Leadership Team.

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