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Hierarchical Customer Management
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Hierarchical Customer Management (HCM), is a data management process that tracks and organizes customers based on the referral source of each and every customer. It is very similar to CRM (a broad term used for tools an organization uses to management customers, contacts, vendors, as well as internal and external processes), with the main exception being that HCM places customers under a hierarchical tree system. The hierarchy uses a system of individual contacts assorted with all their vital data and ranks them according to the original individual who referred the business. HCM offers its user a visible tree of where all business originates from, much in the same way as a family tree would delineate its ancestry. HCM derives from the concept of customer and referral source retention. In many businesses, such as law, medicine, finance, real estate, etc., business is in large part generated by referrals of clients from various sources. Companies expend great funds and energy on an ongoing basis to manage these sources and the clients, and maintain constant contact with them with the idea that future business will come from these same individuals and companies. HCM allows for the management of numerous contacts in a way that allows a person to effortlessly maintain personalized communication with a long list of contacts. The 'hierarchy' essentially allows a business person to put a value on each of these contacts, based on past business done, nature of the business, and the position of the contact within a 'family tree.' 
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