Years ago, when trying with limited success to help my son with a math problem, I was reacquainted with the beauty of the deductive power of geometry. Using deductive logic geometry builds from simple properties to complex theorems that explain spatial relationships. The logic allows us to manipulate forms and objects to create buildings and infrastructure.

I felt that, similarly, deductive logic could be used to explain much of what is required to become a successful rainmaker. The fundamental elements of rain making are also simple, but, as in geometry, they can be built into complex rules of client development that allow us to get new clients. Here is a first stab at developing a deductive logic of rainmaking.

A. Basic Properties

1. You sell to people.
2. You can only sell to people you know.
3. To know someone you must first meet him.
4. It follows that the more people you meet, the better your chances of selling something.
5. People move around.
6. A client who moves from one client organization to another can help you open a new account.

B. Relationship Properties

1. The stronger your relationship with someone, the better your chances of selling something to him.
2. Since you can't have a relationship with someone you don't know, it follows from (A3) that the first step in starting a relationship is to meet the person.
3. Relationships, good or bad, are based on time together and mutual help.
4. Conversely, it's hard to have a relationship with someone you never talk to.
5. The more time you spend with someone and the more you help each other, the stronger the relationship is.
6. The more people you know in an account, industry or function, they better you are able to help them.

C. Good People Properties

1. Good people tend to do well.
2. The more good people you meet, the better your chances of making a sale.
3. It follows from (A5) and (C1) that good people move around.
4. It follows from (A6) and (C3) that good people can get you into a new account.
5. It follows from (A1), (B1), (B3) and (C1) that it is wise to talk to and help good people.
6. Good people tend to have influence with others, and so can introduce you to others and help you develop relationships with them.

D. Marketing Properties

1. The goal of marketing is to help you meet people and develop relationships with them (by giving you reasons to contact them).
2. Marketing efforts that don't do one of these two things are probably not worth the investment.

That is as far as I have gotten. I suspect that a complete logic of rainmaking could be built with this process. Does anyone one have any corrections or additions to these properties?