I think we simultaneously agree and disagree. I agree that older candidates typically have expectations of higher total compensation. My point is that, either

I think we simultaneously agree and disagree. I agree that older candidates typically have expectations of higher total compensation. My point is that, either: 1. That expectation is unfounded -- they are looking to be paid out of proportion to the value they would provide back to the company, or 2. That expectation is justified, in which case the cash-poor company should find some way of striking a deal, so that they can bring on an employee of high value.