I pulled from SAP, Salesforce, your collections platform, and contract records. Here's your executive review package.
Period: YTD through March 7, 2026 | Prepared for Executive Team Review
| Metric | Actual | Target | Status | Trend & Context |
|---|---|---|---|---|
| Days Sales Outstanding (DSO) | 61 days | 45 days | Off Track | Improved 4 days vs prior month. Was 71 in Jan, now rising with AR growth. |
| Collection Effectiveness (CEI) | 34.2% | 85% | Critical | Improved 2.8 pts vs prior; 6-month range: 29–37%. Partial month — will improve by month end. |
| Past Due Ratio | 52.1% | 15% | Off Track | Worsening. Sep 46% → Feb 55%. Driven by 90+ bucket growth ($62.4M = 44% of AR). |
| Cash Collected MTD | $52.8M | — | On Pace | Strong. $52.8M with 1 day remaining. YTD $128.4M. R30 cash at $65.7M. |
| PTP Keep Rate | 91.8% | 70% | Exceeding | 312 of 340 promises kept. Only $28K broken. Team is excellent at securing commitments. |
| Team DSO (Collector View) | 48 days | 45 days | Near Target | Collector-managed accounts at 48 days vs portfolio-wide 61 — shows collector impact on managed accounts. |
| Collector | MTD | R30 | YTD | Note |
|---|---|---|---|---|
| Sarah Mitchell | $8.6M | $10.1M | $19.2M | Top performer — collecting at 4x team avg. Anchors the team. |
| James Chen | $4.8M | $6.2M | $13.4M | Strong #2. Consistent month-over-month output. |
| Maria Santos | $4.2M | $5.1M | $9.8M | Solid performer; good MTD-to-R30 ratio (active this month). |
| David Park | $3.1M | $4.6M | $8.7M | R30 higher than MTD — strong last-month finish carrying forward. |
| Lisa Torres | $3.4M | $4.3M | $8.9M | Even output. Reliable mid-tier producer. |
| Bottom 5 avg | $1.8M | $2.2M | $4.1M | Mixed results. Worth reviewing account loads — may need rebalancing. |
72 accounts in Legal stage (23% of tracked accounts) is high. Net movement this period: 1 from Legal (positive) and +1 to Watch. $1.4M moved healthier, only $24K moved riskier. The pipeline is stable but the Legal backlog needs resolution — these are likely contributing to the 90+ aging bucket.
Cash collection velocity is strong at $52.8M MTD, $128.4M YTD. The team is collecting at pace despite a growing portfolio. PTP keep rate at 91.8% (vs 70% target) shows the team is having the right conversations and securing real commitments. Sarah Mitchell is collecting at 4x the team average — a clear standout to recognize.
The 90+ aging bucket at $62.4M (44% of AR) is the elephant in the room. It drives DSO above target, suppresses CEI, and represents capital that's effectively locked. Past due ratio has worsened from 46% to 55% over 6 months. CEI at 34.2% is 52 points below target — meaning we're only recovering a third of what's collectible. The team works well on active AR, but the long tail of aged AR is dragging all metrics down.
1. Resolve the 72 Legal-stage accounts. These are stuck — contributing to both the 90+ bucket and the dispute backlog. We need legal team bandwidth or outside counsel authorization to clear the pipeline.
2. Support a credit hold review for the 1,089 accounts on hold. These accounts can't order — which means we're protecting AR but also losing revenue. A systematic review could identify accounts safe to reactivate with modified terms.
3. Recognize the team's PTP discipline. 91.8% keep rate is world-class. The problem isn't effort or customer engagement — it's structural (aged AR backlog). The team deserves credit for what they can control.
| Performance Area | Grade | Detail |
|---|---|---|
| Cash Collection | A | $52.8M MTD, $128.4M YTD. Team avg $2.4M R30/rep. Strong velocity. |
| PTP Execution | A+ | 91.8% keep rate on 340 promises. Only $28K broken. Best-in-class. |
| DSO Management | C | 61 days vs 45 target. Collector-managed at 48 (better). Aged tail is the drag. |
| CEI | D | 34.2% vs 85% target. Structural issue — 90+ bucket ($62.4M) suppresses recovery rate. |
| Past Due Control | D | 52.1% past due vs 15% target. Worsening 6-month trend. 90+ bucket is the root cause. |
| Dispute Management | B | 184 open cases, $3.1M disputed across 28 customers. Manageable volume. |
| Journey Pipeline | B- | 63% Current, but 23% in Legal (72 accounts). Legal backlog needs clearing. |