TFS Gulf 
- Hi, I am Deepak Malkani, ex-PwC and Accenture management consultant.
- Way back in 2015, I saw consulting quietly shifting: clients wanted outcome-driven work, sharper expertise, not just big-brand logos.
- In 2016, I co-founded IndusGuru Network Partners, and today we’ve built a thriving community of 5,000+ independent consultants.
- With 6.8 million white-collar professionals already in India’s gig economy, the independent consulting wave is only getting stronger.
Cracks in traditional consulting
I had been in consulting ever since I left B-school, cutting my teeth on the basics: structured problem-solving, analytical thinking, and managing clients.
But around 2015, I noticed a huge shift in consulting:
Outcome orientation
Clients wanted real results from consultants that they could measure, not just decks they could shelve.
People may think that this whole “outcome orientation” buzz was ignited by AI.
Truth is, it’s been around for a long time. Especially after the 2008 economic downturn.
Depth beats brand
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 and 50s, 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.
I saw the glaring gap.
And in 2016, my co-founder and I turned that idea into IndusGuru; a platform where clients could access top consulting experts, with 10, 15, even 20 years of experience, on demand.
I saw businesses warming up to 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 the post-pandemic factor.
COVID-19 made the world comfortable with remote work. Today, 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
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
Big projects like digital transformations or tech rollouts need execution muscle, not just strategy. But, traditional hiring takes months (and still risks dropouts). That’s where our plug-and-play talent comes into play.
Fractional CXOs
Mid-sized and growth-stage companies often can’t afford a full-time CFO, CMO, or CHRO, but they desperately need leadership-level expertise. Fractional CXOs step in a couple of days a week, laser-focused on outcomes. This one is booming.
Consulting projects
Finally, we’re seeing many clients looking outside of big firms for full-fledged strategy and transformation projects.
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.
Take 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 realize how surprisingly cost-effective independent professionals can be.
With consulting firms, it’s the opposite. Adoption is smooth sailing. They already get the value of bringing in external experts. For them, it’s not a question of if but when.
Large corporations are the real tough nut to crack. HR functions are still married to the old permanent-hiring playbook, and procurement systems aren’t designed for independent consulting at all.
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!
AI is chipping away at the bottom layers of consulting
Today, every client I talk to, have one question: “What’s your AI play?”
Yes, AI can handle data crunching, slide-making, analysis.
But consulting has never been only about outputs, has it? It’s about influence, 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.
Here is how I see consulting getting impacted:
Teams will be leaner and powered by AI.
The armies of juniors will shrink, replaced by smaller, sharper independent teams who deliver better, and faster results.
The future of India’s freelance consulting industry
It’s exciting to see how India’s professional gig economy is exploding.
CFOs, digital gurus, and supply chain veterans are increasingly shaping businesses at scale.
India could become the world’s consulting hub, a transformation as big as the IT outsourcing boom of the 1990s.
The numbers tell the real story.
Rise of white-collar gig work in India
- 6.8 million professionals in India are now part of the white-collar gig workforce.
- White-collar gig roles jumped 17% year-on-year, marking a major shift in how companies hire, according to jobs platform foundit.
- Already, 40% of startups hire independent consultants every month; over 90% engage at least once a quarter.
- And India’s 1,800+ GCCs are shifting us from “back office” to “specialized expertise hub.”
The U.S. independent consulting story
- According to McKinsey’s American Opportunity Survey, 36% of employed respondents or 58 million Americans identify as independent workers.
- This isn’t the gig economy of cab drivers anymore. It now includes lawyers, accountants, and consultants at the high end of the spectrum.
- Around 3 million full-time gig workers (20%) are making over $100,000 annually. Nearly one-third of employees earning $150,000+ also report working independently.
What the future looks like
- Big firms will keep owning mega programs; cross-border M&A, global transformations, regulatory overhauls.
- Independent consultants and curated networks will dominate specialized, outcome-driven, flexible work, with the help of AI.
Also read: Ex-CFOs left corporate life to seize new opportunities
Wrapping up
As an independent consultant, you can make corporate-level income, and sometimes even higher.
But it’s not a cakewalk.
The ones who do well are the ones who are relentless; constantly networking, tapping into opportunities, and pushing hard.
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 take the leap.
FAQs
1. Is AI disrupting consulting?
Yes and no. AI is automating the grunt work such as data crunching, decks, and analysis. But consulting’s essence lies in influence, trust, and driving change, which still requires human judgment.
2. 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.
3. 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.
4. Can independent consultants earn as much as corporate professionals?
Yes, many make corporate-level or even higher income. But success depends on aggressively networking, seizing opportunities, and delivering consistently.
5. What does the future of consulting look like?
India is well-positioned to become a global consulting hub, much like the IT outsourcing wave in the 1990s.
Big firms will still own mega global programs.
Independent consultants and curated networks will dominate specialized, outcome-driven work.
AI will accelerate leaner, expert-led consulting models.
