TFS Gulf 
- I’m Deepak Malkani ex-PwC and Accenture consultant, now co-founder of a 5,000+ strong network of freelance consultants.
- When I started this journey back in 2016, “independent consulting” was still a side alley.
- Today, professionals in their 40s, 50s, even 60s are asking a new question: “How can I turn decades of corporate experience into impact and income — without being tied to a single employer?”
- India will emerge as a hub not just for tech outsourcing, but also for freelance consulting talent.
Cracks in traditional consulting
My own consulting career began the classic way. Fresh out of B-school, I cut my teeth at PwC, Accenture — problem-solving, managing clients, and mastering the frameworks.
But by 2015, it was clear the model was shifting.
Clients no longer wanted slide decks for the shelf; they wanted outcomes.
This “outcome orientation” wasn’t triggered by AI. It goes back to the post-2008 era, when boards started asking tough questions about the value of consulting fees.
The other big shift I’ve seen? Clients no longer just wanted generalists.
Ten years ago, walking into a meeting with a McKinsey, Bain, or PwC logo on your card was enough to command authority.
Today, clients increasingly ask: “Have you actually solved my problem before?”
A fintech wants someone who’s scaled digital lending. A manufacturer wants someone who’s restructured supply chains in practice, not just on paper.
Rise of independent consultants
At the same time, I was noticing another trend.
Many of my peers, in their 40s, 50s, and even 60s, were walking away from corporate and consulting careers.
They wanted to branch out: start ventures, do independent advisory work, contribute to social impact.
For many, it’s not about slowing down. It’s about staying relevant, contributing in new ways, and diversifying income.
So, on one side, there was demand for deep expertise. On the other hand, a growing supply of independent professionals.
But the only channel connecting the two? Traditional HR. And that wasn’t cutting it.
So in 2016, my co-founder Shanu Malkani and I launched IndusGuru, giving clients on-demand access to seasoned consultants.
How businesses actually use Independent Consultants
See, the pain point is really simple: Many mid-sized companies can’t shell out McKinsey or Big 4-level budgets.
That’s where independent experts step in with practical, outcome-driven, affordable solutions.
And let’s not forget COVID-19, which made the world comfortable with remote work.
Today, independent experts like me can deliver high-impact projects virtually, something that would’ve been unthinkable pre-2020.
Here is how we are solving it:
Quick expert advisory
This is usually the entry point.
When a client faces a specific challenge, we line them up with senior experts. Sometimes it’s a quick call, sometimes a few weeks of hands-on work.
What do clients get? Speed, flexibility, and razor-sharp expertise. Something you don’t usually see in mega consulting firms.
Flexi staffing
Plug-and-play talent. Now, this is where clients are running big projects, say, a digital transformation or tech rollout, and they need extra muscle (execution specialists) and not just advice.
The kicker? Unlike traditional hiring, which takes months (and still risks dropouts), flexi resourcing gets someone on board in weeks, sometimes days. This saves months of recruitment time.
Fractional CXOs
This one’s catching on fast, especially with mid-sized and growth companies.
They don’t always need, or can’t afford, a full-time CFO, CMO, or CHRO.
But they do need leadership-level expertise. Enter fractional CXOs: seasoned veterans who step in for a day or two a week, focused on outcomes.
Consulting projects
Finally, we also deliver full-fledged consulting projects.
Think strategy roadmaps, business transformation, or outcome-based deliverables. Mid-sized firms often can’t go to the McKinseys or BCGs, it’s just too expensive. That’s where independent experts step in to provide practical, affordable consulting solutions.
But there are some challenges…
I’ve been living and breathing this space full-time since 2021, and along the way, I’ve seen some fascinating patterns.
One thing is clear: not every segment adopts independent consulting at the same pace.
SMEs and startups, the interest is huge, the curiosity is there, but so is hesitation!
I often meet founders who assume senior expertise is out of reach until they realise how surprisingly cost-effective independent professionals can be.
Consulting firms themselves are among the fastest adopters. They already understand the value of external experts. For them, it’s all about timing and fit, having the right expert, right when they need one. That engine keeps running on its own.
Large corporations are the real tough nut to crack. HR functions remain tied to permanent-hiring mindsets, and procurement processes aren’t designed for independent consulting.
The way in? Usually, through business leaders who can see the value and push it through. Once they try it and see results, it lands, but getting there is a journey.
Also read: Becoming Fractional CFO on Toptal: How I started earning 3-10x my salary!
Will AI disrupt consulting?
Today, every client I talk to has one question: “What’s your AI play?”
Every firm today is racing to answer: “What’s our AI play?”
Yes, AI is nibbling at the bottom of the pyramid, the grunt work: crunching data, building decks, running analysis.
But let’s be clear: consulting isn’t just about outputs. It’s about influencing people, persuasion and trust.
I’ll give you an example: no AI bot can walk into a 40-year-old manufacturing business and convince hardened veterans to overhaul their processes. That takes human judgment and empathy.
The future model? Leaner, expert-led teams powered by AI tools. Armies of juniors will give way to smaller teams of independents, delivering faster and better.
Can you earn as much as Corporate Professionals?
Yes, but it’s not easy. Many independents earn corporate-level, even higher incomes. But only if they are:
- Relentless
- Building niche skills
- Networking constantly
- Delivering consistent value
That said, many young professionals still chase the safety net of big corporate names…But as trust in “big brands” fades, just as it already has in the West, more Indians will leap.
Also read: Ex-CFOs left corporate life to seize new opportunities
India poised for a Freelance boom
India is at the cusp of a massive transformation.
- 8 million professionals are already part of the white-collar gig workforce.
- Gig roles are up 17% year-on-year, according to Foundit.
- 1,800+ GCCs in India are shifting from back offices to hubs of specialised expertise, where on-demand consultants will play a key role.
“This could be as big as the IT outsourcing boom of the 1990s. India could emerge as the consulting hub of the world.”
When I look ahead, I see consulting splitting into two worlds.
- On one side, the big firms will continue to lead massive global transformation programs, cross-border M&A, and regulatory projects.
- On the other hand, independent consultants and curated networks will dominate specialised, outcome-driven, and flexible work.
- Yes, AI will reshape delivery models, pushing everyone toward leaner, more expert-led teams.
Today, we have the chance to become the world’s consulting hub.
FAQs
How big is India’s white-collar gig economy?
Over 6.8 million professionals as part of India’s white-collar gig workforce. This represents a 17% year-on-year increase in white-collar gig roles in FY25.
Around 66% of these gig workers are employed through company-led models (corporates, MNCs, startups, etc.). The remaining ~34% are placed via consultants, staffing agencies, or freelance platforms.
How big is the independent consulting market in the U.S.?
According to McKinsey, 36% of employed Americans — about 58 million — identify as independent workers, including high-skill professionals like lawyers, accountants, and consultants. About 3 million full-time gig workers earn over $100,000 annually.
