EPISODE SUMMARY
Rachel Cohen spent nearly three decades working across urban planning, social work, public health, and nonprofit housing before launching Aging Dynamics, her own age-friendly community consulting firm, in her 40s. In this episode, she explains how a career built on curiosity and cross-sector fluency became her competitive advantage — and how she overcame the guilt many women feel around charging for their expertise.
Cohen and host Janine Vanderburg dig into the real, unglamorous mechanics of starting a solo consulting practice: landing a first client through a single genuine conversation at a conference, surviving a "no new socks" first year, and learning to price based on value instead of hours worked. They also talk candidly about facing ageism from both directions — being dismissed as "too young" early in her career and "too old" once she started her own business — and what it took to build a firm that has now marked its 10th anniversary while staying true to its social-impact mission.
KEY TAKEAWAYS
- Cross-sector experience is an advantage, not a liability. Rachel Cohen's fluency across social work, urban planning, public health, and housing lets her translate between industries that normally stay siloed — a skill she describes as her "unfair advantage."
- New clients often come from relationship-building, not selling. Cohen landed her first Aging Dynamics contract after several honest conversations with an executive director she met at a one-day conference, not from a sales pitch.
- Undercharging early on creates resentment and erodes your value. Cohen learned to check in with herself — "Would I feel cheated at this rate?" — before pricing every project, and now prices based on the value she delivers rather than hours worked.
- Temporary or part-time gigs can convert into long-term contracts. Cohen turned a short-term public health role into a client relationship that has lasted more than ten years by proposing the shift directly to leadership.
- Ageism shows up on both ends of a career. Many women are dismissed as "too young" to be credible in their twenties and then labeled "too old" once they start a business in midlife, with little room in between.
About Rachel Cohen
Rachel Cohen is the founder of Aging Dynamics, a consultancy focused on age-friendly, age-inclusive community planning, now celebrating its 10th anniversary. Before starting her own firm, she built a career that spanned environmental and urban planning, social work, and gerontology, working with organizations including the National Wildlife Federation in Detroit, an affordable housing developer in Philadelphia, an area agency on aging, and a national consulting practice serving retirement communities, assisted living providers, and nursing homes. Through Aging Dynamics, Cohen leads strategic planning, community engagement, and facilitation work that helps cities, counties, and organizations build more age-friendly communities, including current age-friendly action planning in Englewood, Colorado, and implementation work in Eagle County, Colorado. She is also a vocal advocate against ageism and is launching a new podcast focused on the stories behind age-friendly community change.
FREQUENTLY ASKED QUESTIONS
How do you start a consulting business in midlife?
Rachel Cohen's approach was to identify the specific, recognizable services within her broader expertise — in her case, strategic planning, community engagement, and facilitation — rather than trying to sell her entire cross-sector skill set at once. She built her first client relationships by showing up consistently in spaces where her ideal clients already were, having genuine conversations instead of sales pitches, and converting a part-time or temporary role into a long-term contract once trust was established.
How should I price my consulting services?
Cohen recommends anchoring pricing to the value delivered rather than the number of hours worked, and checking in honestly with yourself about whether a rate would leave you feeling valued or resentful. She also stresses researching what peers in your market charge, being willing to say no to underpriced work, and recognizing that consistently underpricing your expertise hurts not just you, but the broader community of women entrepreneurs by normalizing free or discounted labor.
What is Aging Dynamics?
Aging Dynamics is a consulting firm founded by Rachel Cohen that helps communities, housing providers, healthcare organizations, and local governments become more age-friendly and age-inclusive. The firm's work includes strategic planning, community engagement, facilitation, and cross-sector collaboration building, drawing on Cohen's background in urban planning, social work, and gerontology.
What is an "unfair advantage" in business?
Borrowed from the lean startup movement, an "unfair advantage" refers to a combination of experience, insight, and connections that is difficult for competitors to replicate or purchase. For Rachel Cohen, her unfair advantage is her ability to move fluently across sectors like housing, healthcare, public health, and aging services, translating between them so that cross-sector projects actually get implemented rather than stalling at the planning stage.
How do you get your first consulting client?
Cohen's first Aging Dynamics client came from attending a one-day conference, identifying an organization she wanted to work with in advance, and starting an honest conversation rather than a pitch. It took four or five follow-up conversations before a small first contract emerged. Additional early clients came through board service and word-of-mouth referrals from people who had seen her work firsthand.
RESOURCE STACK
WHERE TO FIND RACHEL COHEN
- Website: aging-dynamics.com
- LinkedIn: linkedin.com/in/rachel-cohen
- Newsletter: Sign up via the Aging Dynamics website for ongoing updates on age-friendly community work
ABOUT BUILD YOUR OWN BOAT
Build Your Own Boat is a podcast series hosted by
Janine Vanderburg — award-winning three-time entrepreneur and anti-ageism advocate — featuring women who have launched new entrepreneurial ventures in midlife and beyond. The series is part of a larger storytelling project that includes a Substack publication and a forthcoming book, all built around one goal: changing the narrative about who entrepreneurs are and making women in midlife and beyond visible as builders of wealth, freedom, and possibility.
What is Build Your Own Boat?
An entrepreneurship podcast for women in midlife and beyond.
What if the most powerful thing you could do right now — for your finances, your freedom, and your future — was to stop waiting for someone else to hand you an opportunity and start building your own?
Build Your Own Boat is the podcast for women in midlife and beyond who are done playing by rules that were never written with them in mind. Hosted by award-winning 3x entrepreneur Janine Vanderburg, each episode features real conversations with women in midlife and beyond who made the bold decision to bet on themselves — launching businesses and creative ventures, building wealth, and rewriting what entrepreneurship looks like in the second half of life.
This isn't a podcast about hustle culture or overnight success stories. It's a roadmap — built from lived experience, hard-won wisdom, and the kind of honest conversation you rarely hear anywhere else. Guests include founders, consultants, creatives, coaches, media makers, and civic leaders who are proving every week that midlife isn't a ceiling. It's a launchpad.
Whether you're just beginning to wonder if entrepreneurship is for you, actively building your business, or simply looking for proof that it's not too late — you'll find it here.
Every episode, you'll discover:
1. How real women in midlife launched and grew successful ventures — and what they wish they'd known sooner
2. Practical strategies for building financial independence and freedom on your own terms
3. Honest conversations about the challenges of midlife entrepreneurship, and how to navigate them
4. Inspiration that's grounded in reality, not motivational posters
The Encore Economy is booming — and women in midlife are driving it. Build Your Own Boat is where their stories live.
Subscribe now and join a growing community of women who are building something that's entirely, unapologetically theirs.
And do SUBSCRIBE to Build Your Own Boat on Substack as well, to read the full stories of our guests, and their best tips and resources. https://buildyourownboat.substack.com/