In our April Strategic Targeting Call, Byron Duncan and Allie Matthews tackled a challenge many catering operators know all too well—limited resources. With staff reductions, tighter budgets, and expanding responsibilities, many catering leads now find themselves operating as a team of one. But as Byron and Allie showed us, that doesn’t have to be a disadvantage.
💼 “Army of One” – But Not Powerless
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Byron kicked off the session by sharing his “20-60-20 Focus Rule”:
- 20% of your time on what you love
- 20% on what you have to do
- 60% on what will actually move the needle
This framework helps solo operators prioritize the right actions, reduce overwhelm, and focus energy where it counts most.
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🧠Strategies That Work When You're on Your Own
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The key isn’t doing everything—it’s doing the right things. Here’s what Byron and Allie recommended:
- ✍️ Follow-up = Fortune: Set up personal and automated follow-ups for every lead.
- 🧲 One-to-Many Outreach: Join local associations (realtors, HR groups, chambers), engage with micro-influencers, and build awareness via social platforms.
- 🎯 Narrow Your Focus: Target high-value verticals such as:
- Construction firms (consistent weekday orders)
- Law firms (appreciation lunches, meetings)
- Schools (great for early Back-to-School leads)
📅 May’s Targeting Calendar: Plan Ahead
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Use May to set the tone for a strong Q2. Events to target:
- Teacher Appreciation Week 🏫 – A great intro to school catering
- Construction Safety Week 👷 – Recurring weekday catering needs
- Lawyer Wellbeing Week ⚖️ – Ideal for relationship-building
- Realtor Volunteer Days 🏡 – Tap into busy sales seasons
Each of these offers a gateway into industries with long-term potential.
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🛠️ Tools That Make It All Possible
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Allie walked us through how to operate efficiently without expensive software:
- Use Excel to create daily action trackers
- Lean into automation tools (CRMs, email sequences)
- Develop micro-campaigns for each vertical or event
đź’ˇ Pro Tip: Pre-write email templates for each use case (law firm, realtor, etc.) to save time and boost consistency.
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đź“Ł Final Thoughts
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You don’t need a large team to dominate your catering market—you just need the right strategy. Whether it’s writing personalized notes, showing up at local events, or using AI-driven tools to track your outreach, it’s possible to drive major results as an “Army of One.”
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📽️ Missed the session?
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The full replay is now available here.
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