The Challenger Consultancy: Tony Clark on Disrupting Big Finance, the AI Reality Check, and Why "Strategy" Isn't Enough.

"The consultant is someone who steals your watch to tell you the time." Tony Clark has heard it all. After 30 years navigating the world of big consulting and finance, he founded NextWave Consulting to do things differently.In this episode of Good Company, Mike Wilson sits down with Tony, founder of the "Challenger Consultancy," to dissect the consultancy landscape, the fintech-client dynamic, and the true state of AI in financial services.Tony shares why boutique firms are outmaneuvering the Big Four, the critical mistakes fintech founders make when selling to banks, and what AI actually means for financial institutions beyond the hype. We also dive into the evolving role of human consultants in an AI-driven world, and the surprising truth behind Tony's weirdest client location.It’s a no-holds-barred conversation on what it takes to deliver real outcomes in today's fast-paced financial world.The Highlights: Consulting's "Swear Jar": Tony explains why the old model of "land and expand" is out, and client-focused, practitioner-led delivery is in. AI Reality vs. Hype: Beyond the 200 POCs, Tony breaks down where AI is actually making an impact in banks today (spoiler: it's coding assistance and knowledge bots). Fintech Founders' Blind Spot: Why you need commercial sales DNA and a "Lighthouse Account" from Day 1, not just a cool product. The "Challenger" Model: How NextWave bridges the gap between enterprise banks and agile fintechs by offering deep industry expertise and cutting-edge tech solutions. The Human Differentiator: In an AI-driven world, why empathy, communication, and "showing up" are more crucial than ever for consultants. War Zone Pitches: Tony shares the surprisingly dangerous location where he's had to build slide decks. The Soundtrack: Tony closes the show with a song that holds a special personal connection."The models are doubling their power every four months, but it takes an enterprise one to two years to move the ship."Good Company. Real conversations with interesting people.