Most new consultants price from fear and cap their income before they’ve signed a client. There are three pricing models that actually replace a corporate salary — hourly, packaged, and retainer — and choosing the right one is the difference between a business and an expensive hobby.
Maybe you’re the breadwinner. Maybe you’ve got golden handcuffs — stock options, bonuses, a title you’ve worked years to earn.
On paper, your corporate job looks great. But behind the scenes? You’re exhausted. Underfulfilled. And quietly wondering if it’s worth the cost.
The truth is, it’s not that you can’t leave — it’s that you haven’t seen a path that feels financially safe to do so. Which is why the first step isn’t quitting. It’s making the math work.
What should a new consultant charge?
Before we get into what works, let’s talk about what doesn’t. Here are the six common mistakes new consultants make that kill their income before they begin:
- Discounting because they’re “new.” They think being new to consulting means beginner pricing. But you’re not new to delivering value — you’re new to charging for it. There’s a big difference.
- Undercharging for their expertise. 20+ years of experience — and pricing that barely covers the bills? You’re not a freelancer. You’re an expert. Your pricing should reflect that.
- Trying to sell to smaller businesses with “friendlier” prices. Lower prices don’t mean easier yeses. They often attract budget-stretched clients who expect more than they can afford — leading to scope creep, delays, and burnout.
- Making offers to people without money. Even the best offer will fall flat if the buyer can’t pay for it. Align your pricing with clients who value results and have the budget to back it.
- Charging hourly or daily rates. You left corporate to escape the time-for-money hustle. Hourly billing may feel safe, but it keeps you stuck in the same grind with a different email signature.
- Offering too many options. Bronze, silver, gold? That’s not clarity — it’s confusion. One well-designed, premium offer will outperform a dozen watered-down packages every time.
What are the most common consulting pricing models?
Once you stop undercharging and overcomplicating, the math starts working in your favor. Here are the three consulting pricing models we teach inside Passport that have helped our clients replace their income — fast.
1. Hourly rate model
Still the most common model — but not the most scalable. Let’s say you charge $250/hour and work 16 billable hours a week. That’s $4,000/week, or $208,000/year. Simple to explain and easy to calculate — but you’re trading time for money, and your income is capped at your capacity, plus the administrative drag of tracking every hour.
2. Packaged pricing model
Most of our Passport grads build premium offers in the $25K–$50K range. Last year, the average offer price was $38,000. So if your income goal is $250K/year, you only need 7 clients — fewer calls, better-fit clients, and more focused delivery.
3. Retainer model
Perfect for long-term support, coaching or advisory services, or implementation. The average retainer for our graduates is around $10K/month for 20 hours a week — so landing just 2 clients means $240,000/year in recurring revenue. Ideal for those who want stability without a traditional job.
Bonus: many of our grads convert a packaged offer into a retainer, creating a powerful client journey from one-time project to long-term partner.
The easiest way to replace — and sustain — your income
Our favorite model for consistent, high-value income: start with a Packaged Deliverable, and roll it into a Backend Retainer.
Here’s why it works so well:
- You get paid upfront to solve a specific, high-stakes problem — no free calls, no drawn-out sales cycles.
- Your client sees results quickly, builds trust in your expertise, and realizes you’re exactly what they’ve been looking for.
- If it’s a fit, you seamlessly transition into a long-term retainer — no pitching, no pressure, just a natural next step.
This model protects your time, proves your value fast, and paves the way for recurring revenue — without needing to constantly chase the next client.
What pricing model is right for you?
You don’t have to guess — and you don’t have to wing it. Run the numbers: define the income you want, compare how each model gets you there, and walk away with a simple plan and the confidence to make it real.
You only need 2 clients. Yes, really.
We’ve helped hundreds of women do it — and we’ll help you do it too. Whether you’re still in corporate or already on your own, the right offer and pricing strategy can help you replace your income, land premium clients, and build a business that fits your life.
You have the skills. You have the experience. Now it’s time to make the numbers work for you.
And remember — you were made to thrive.
Want the whole framework, not just the summary?
Join the Start Your Consulting Business Masterclass and learn how to build a consulting business that replaces your income and buys back your time.
