Turn 30 Years of Experience Into Your First Consulting Offer

You've spent decades solving problems that cost companies real money—hiring mistakes, missed deadlines, poor forecasting, inefficient processes, weak leadership, messy financials.

You've done this work so long it almost feels... easy.

And that's exactly why stepping into consulting can feel confusing.

Most experienced professionals aren't unsure about the work they can do. They're unsure how to package it, how to price it, and how to confidently say, "Yes, I can help you—and here's what it costs."

If that sounds familiar, you're not alone. Self-employment among professionals 62+ has grown from 4.2% in 1988 to 5.4% in 2015, according to the U.S. Small Business Administration. More experienced professionals are choosing retirement entrepreneurship as their second act—and for good reason.

The data is compelling: 70% of ventures started by entrepreneurs aged 50+ remain operational after five years, compared to just 28% for younger startups, according to the Global Entrepreneurship Monitor. Your decades of experience aren't just an asset—they're a competitive advantage.

Your challenge isn't capability. It's clarity.

The good news? Everything you need is already inside your career. You just need a framework to turn experience into a clear, professional consulting offer someone would confidently pay for.

Let's break it down step by step.

Why Your "Obvious" Skills Are Exactly What Clients Pay For

Pattern Recognition = Premium Expertise

You've solved certain problems so many times you barely think about them. That's the exact moment when expertise becomes marketable.

What feels "obvious" to you is someone else's emergency.

Consider a typical scenario: An HR professional with 28 years of experience might assume everyone knows how to fix "messy onboarding processes." But when that same professional helps a mid-sized company restructure their onboarding, it could solve what's actually a six-figure turnover problem.

Or imagine an operations manager with 30 years in manufacturing. Their ability to quickly spot and eliminate bottlenecks—something that feels routine to them—could save a client weeks of production delays and significant revenue loss.

You have similar patterns in your career. Those patterns are the foundation of your consulting offer.

Step 1: Identify the Recurring Problems You Know How to Solve

The fastest way to define your consulting offer is to examine the problems you solved repeatedly.

Take 10 minutes and list 5-7 recurring issues you handled throughout your career. For each one, answer these four prompts:

1. Who struggled with it?

Department (HR, operations, finance, IT)?
Role (manager, director, C-suite)?
Company size (startup, mid-market, enterprise)?
Growth stage (scaling, restructuring, stabilizing)?

2. What made it difficult for them?

Lack of experience or framework
Organizational politics or silos
No clear accountability
Poor communication systems
Resource constraints
Outdated processes

3. What did you do differently?

What steps did you take first?
What frameworks or systems did you implement?
What questions did you ask that others missed?
How did you navigate the politics or resistance?

4. What outcome did you achieve?

Measurable improvements (time, cost, efficiency)
Risk reduced or prevented
Teams aligned or restructured
Revenue protected or generated
Compliance achieved

These insights become the raw materials for your consulting offer. This isn't theoretical—this is your intellectual property documented and ready to package.

Step 2: Price Like the Expert You Already Are

Most new consultants make the same mistake: they guess at pricing. Or worse—they undercharge because it "feels safer."

Let's eliminate both of those today.

When I retired from my CFO role and was approached for consulting work, I didn't guess. I researched what fractional CFOs charged in my industry ($200-$400 per hour according to independent consultant surveys) and priced accordingly.

My first ask was $375/hour. I got it. Zero pushback.

Here's the formula I used—the same one I now teach to experienced professionals launching consulting businesses after retirement.

The Consulting Rate Formula (Simple, Accurate, CFO-Approved)

Step 1: Find Your Executive Wage Equivalent

If someone would pay a senior employee $150,000/year to do this work, that's roughly $75/hour (2,000 work hours annually).

Step 2: Add Overhead + Burden (35%)

Benefits, payroll taxes, insurance, and other employment costs typically add 30-40% to base compensation.

$75/hour × 1.35 = ~$100/hour true employment cost

Step 3: Account for Billable Hours (1.5× Multiplier)

Consultants don't bill 40 hours per week. Realistically, expect 25-30 billable hours weekly with the rest going to business development, admin, and client management.

$100/hour × 1.5 = $150/hour minimum sustainable rate

Step 4: Add Profit Margin (25-50%)

You're not an employee—you're a business. Your pricing needs to support growth, taxes, retirement savings, and market fluctuations.

$150/hour × 1.35 = ~$200/hour

Sustainable starting range: $175-$225/hour

This formula gives you the floor—not the ceiling—of what makes economic sense. Research what competitors charge in your specific space to confirm you're in the right range.

Industry Rate Benchmarks for Experienced Consultants

Based on 2024-2025 consulting industry data:

Fractional CFOs: $200-$400/hour
Fractional COOs: $175-$300/hour
HR Consultants (senior level): $150-$250/hour
Project Management Consultants: $125-$225/hour
Specialized Technical (Lean Six Sigma, IT, Engineering): $150-$350/hour

Don't apologize for these rates. You're solving problems that cost companies far more when handled poorly or ignored completely.

Common Pricing Mistakes to Avoid

❌ Charging based on what feels comfortable instead of what's economically sustainable

❌ Underestimating non-billable time (it's always higher than first-time consultants expect)

❌ Pricing below market "to get clients" (this backfires—clients perceive low value and become demanding)

❌ Charging hourly for strategic work that should be packaged with clear outcomes

Which leads to our next critical step...

Step 3: Test Your Idea Before Building Anything

Here's what you don't need to validate your consulting offer:

❌ A website
❌ Business cards
❌ Branding or logo
❌ An LLC (not yet)
❌ Social media presence

You need five honest conversations.

Reach out to five people who resemble your ideal client:

Former colleagues now at other companies
Industry peers you respect
LinkedIn connections at companies you understand
Professional association contacts

The Four Validation Questions

Ask these in casual, exploratory conversations:

1. "What's your biggest challenge around [problem you solve]?"

2. "What have you tried so far?"

3. "What would change for the business if you solved this?"

4. "Would outside expertise help here?"

How to Interpret the Responses:

Real interest sounds like:

"When could you start?"
"What would that look like?"
"Could you help us with that?"

Polite interest sounds like:

"That's a great idea—good luck."
"Interesting concept."
"I'll keep you in mind."

If even two out of five show genuine interest, you've validated demand. That's your signal to move forward with a test engagement.

According to the U.S. Small Business Administration, initial consulting business expenses typically range from minimal (free business formation in some states) to $1,000 annually for basic setup, plus $30-$200/month for professional internet and communication tools. You're not risking significant capital—you're testing with conversations.

Step 4: Deliver Once—Then Create Your Real Offer

Your first engagement—paid, discounted, or pro bono—teaches you everything:

✅ What clients actually value (often different from what you assumed)
✅ How long deliverables truly take
✅ Which processes work smoothly
✅ What language resonates with clients
✅ Whether your pricing needs adjustment

Once you've delivered successfully once, you can package it into a repeatable consulting offer.

This is where decades of experience become your unfair advantage. You'll spot potential issues faster, navigate politics more skillfully, and deliver results more efficiently than consultants half your age.

Step 5: Choose the Right Consulting Package Structure

Here are the three most reliable structures for consultants 55+ entering their second act:

Package Option 1: Diagnostic Package (Fixed Fee)

Timeline: 2 weeks
Deliverable: Analysis report + prioritized roadmap + recommendations

Best for:

Operational assessments
HR audits and planning
Strategy alignment reviews
Process improvement analyses
Financial health checks

Why clients love it: Low risk. They get clarity and a roadmap before committing to implementation.

Typical pricing: $5,000-$15,000 depending on scope and industry

Package Option 2: Implementation Package (Fixed or Milestone-Based)

Timeline: 4-12 weeks
Deliverable: Executed solution with documentation and training

Best for:

Process improvements
Team restructuring
System implementations
Change management
Hiring framework development

Why this works: Your decades of experience prevent expensive mistakes. You've seen what fails—you know how to navigate resistance and implementation challenges.

Typical pricing: $10,000-$50,000+ depending on complexity

Package Option 3: Advisory Retainer (Monthly Fee)

Timeline: Ongoing (3-12 month commitments)
Deliverable: Regular strategic counsel and decision support

This is the fractional executive model that's growing rapidly. You become:

The fractional CFO
The fractional HR leader
The fractional operations advisor
The fractional project manager

Why it's ideal for 55+: Flexible schedule, ongoing income, high-level strategic work without operational burden.

Typical pricing: $3,000-$10,000/month for 5-10 hours of advisory work

Can You Still Bill Hourly?

Absolutely. Many consultants start with hourly billing because it's simple and clients understand it.

Just make sure your rate reflects your actual value—not your discomfort with charging what you're worth. Use the formula above as your minimum sustainable rate.

Step 6: Turn Your Experience Into Value Statements

Here's a simple formula that works:

"I help [WHO] fix [PROBLEM] so they can [RESULT]."

Examples:

✅ "I help mid-sized manufacturers eliminate production bottlenecks so they can meet deadlines consistently."

✅ "I help small business CEOs get clean financial visibility so they can make confident growth decisions."

✅ "I help HR teams build onboarding systems that reduce turnover and accelerate new hire productivity."

✅ "I help scaling companies implement project management frameworks so initiatives actually finish on time."

This becomes your LinkedIn headline, your offer statement, and your introduction in networking conversations.

Step 7: Take Your First Three Conversations This Week

Here's your immediate action plan:

Day 1: List 5-7 recurring problems you solved throughout your career

Day 2: Pick ONE problem you're most confident solving better than most people

Day 3-7: Have three conversations about that problem this week

Key approach:

Listen more than you talk
Capture their exact language and frustrations
Notice what gets them animated
Document their desired outcomes

You'll be surprised how quickly "I'm not sure anyone would pay for this" becomes "When can you start?"

Support for Your Consulting Launch

The Retirepreneur Hub provides free resources specifically designed for professionals 55+ launching consulting businesses.

Inside the Hub, you'll find:

📘 The Complete Consulting Services Guide — This all-in-one resource walks you through every step of launching a solo consulting business:

Avoid rookie mistakes with lessons from real-world experience
Set up your business with clear, simple checklists
Learn how to price, package, and promote your services
Explore flexible ways to scale, specialize, or keep it lean

Perfect for turning professional experience into meaningful, paid work—without starting from scratch.

Access the free Hub resources here →

FAQ: Starting a Consulting Business After 30 Years of Experience

Do I need an LLC before I start consulting?

No. Start with conversations and pilot engagements. You can operate as a sole proprietor initially.

Once you validate demand and start billing clients regularly (typically after 2-3 paid engagements), then form an LLC for liability protection. Consult with a CPA about the right timing for your situation.

What if I don't know my niche yet?

Don't niche prematurely. Your niche will reveal itself after the first 3-5 client conversations.

You'll hear repeated problems and patterns. You'll notice which challenges energize you and which feel like obligation. Let the market show you where your expertise is most valued.

What if I'm not comfortable charging $200/hour?

This isn't about comfort—it's about economics and sustainability.

The real question: Can you deliver consistent value at 25-30 billable hours per week while covering all business expenses and building financial security?

If you price below your sustainable minimum, you'll resent the work, cut corners, or burn out. The formula exists to protect both you and your clients.

Start here: Use the formula to calculate your minimum. Then research competitors. If you're in range, your discomfort is a mindset issue, not a pricing issue.

How do I find my first consulting clients?

Your best leads come from warm connections:

Immediate sources:

Former colleagues at other companies
LinkedIn connections in your target industries
Professional association contacts
Industry peers who might refer you

Medium-term sources:

Speaking at industry events (even small local ones)
Writing LinkedIn posts about problems you solve
Offering free diagnostics to ideal clients
Strategic networking in professional groups

You don't need: Paid ads, elaborate funnels, or expensive branding. Your experience and network are your initial marketing engine.

What if someone asks for a proposal?

Start with a diagnostic package. It's easier to scope, faster to deliver, and lower risk for the client.

Use this structure:

Background: Their situation and challenge
Approach: Your methodology and timeline
Deliverables: Specific outputs they'll receive
Investment: Clear pricing (fixed fee preferred)
Next Steps: What happens if they say yes

After the diagnostic, you'll have clarity to propose implementation or advisory work with confidence.

What if I want to consult part-time, not full-time?

This is ideal for 55+ consultants. Most successful consulting practices at this life stage are intentionally part-time.

Consider:

2-3 diagnostic packages per quarter (manageable, profitable)
1-2 retainer clients at 5-10 hours per month each
Seasonal consulting (busy certain months, off others)
Project-based work that fits your lifestyle

You're not building a traditional business to sell someday. You're creating income and purpose on your terms.

Your Expertise Didn't Expire—It Became Portable

If you've spent 25-40 years in your profession, you already have everything needed to become a high-value consultant:

✅ Deep expertise others pay dearly to access
✅ Pattern recognition only decades can build
✅ Judgment younger professionals can't replicate
✅ A strong network built over years
✅ Built-in credibility from your career track record

Your only job now is packaging that expertise into something companies can understand, value, and pay for.

The market is ready. According to recent data, 64% of companies still operating after 5 years were started by entrepreneurs 45 and above. Your age isn't a liability—it's your competitive advantage.

Your Next Step This Week

Don't wait for perfect clarity. Take one action today:

Write down 5-7 recurring problems you solved in your career
Pick the one you're most confident solving better than anyone else
Text three former colleagues this simple question: "What's your biggest challenge around [your problem area] right now?"

That's it. Three conversations. This week.

You'll learn more from those three real conversations than from six months of planning and research.

Your expertise is ready. Your network is waiting. The only question is whether you'll take the first step.

Join the Retirepreneur Community

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Join the free Retirepreneur Hub for tools, templates, and frameworks designed specifically for professionals 55+ building second-act consulting businesses.

You're not starting over. You're packaging mastery.

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