Improving deal success: capturing synergies

  • Share

Watch On-Demand

Synergies can be the competitive advantage for a strategic buyer in a bidding process. Buyers also use synergies to explain the strategic objectives of a transaction to their own boards, shareholders and the market.

To understand the value that synergies represent, buyers need to have a plan for identifying and capturing synergies prior to negotiating with sellers. And they need to understand the potential magnitude and timing of the synergies, and their impact on cash flow.

Further, communicating effectively with external stakeholders about deal synergies can also help enhance the perception that a company’s deals can deliver intended results.

Join us as EY professionals and special guests discuss how to:

  • Identify and quantify synergies
  • Capture and monitor synergies
  • Communicate with investors about synergies




Paul Hartley

Senior Vice President, Business Transformation
Xerox Services

Paul Hartley is the Senior Vice President, Business Transformation, Xerox Services. In this role, Hartley is responsible for managing multiple initiatives both short term and strategic, aimed at making foundational improvements to the rapidly growing Services Business. Previously Hartley has been the Managing Director of the Communications, Marketing and Recovery Services lines of businesses. In these roles, Hartley had responsibility for overseeing a broad range of services including print and mail, e-Delivery, authoring, language translation, print procurement, marketing service and Recovery Services (subrogation, coordination of benefits, and hospital credit balance).

Prior to becoming an operational leader in Xerox Services, Hartley served as vice president of the Acquisition Operations Office, where he was responsible for the post-merger operations associated with the $6.5 billion acquisition of Affiliated Computer Services (ACS). Hartley also served as vice president and chief strategist responsible for leading Xerox’s strategic management processes, corporate development activities, and market research and corporate intelligence groups.

Hartley joined Xerox in 1993 and has held a variety of senior management positions including director of Mergers and Acquisitions, where he had a major role in several acquisitions including the acquisition and post-merger integration of Global Imaging Systems. Hartley has served as vice president of Strategic Planning and Business Development, Office Document Products Group and Production Systems Group. Hartley’s extensive career at Xerox has included critical positions in research, product development, manufacturing, sales operations, finance, marketing, business development, strategic planning, Fuji Xerox operations (Asia Pacific region) and corporate operations.

Hartley earned his PhD in chemical engineering from Carnegie Mellon University and a Bachelor of Engineering degree in chemical engineering from Youngstown State University. He holds several domestic and international patents. Hartley has been ordained and served as an elder and deacon in the First Presbyterian Church. Hartley resides in New Canaan, Connecticut with his wife, Robin and two children.



Gregg Walker

Senior Vice President, Corporate Development
Sony Corporation of America

Gregg A. Walker, Senior Vice President for Corporate Development at Sony Corporation of America (SCA), is responsible for helping to formulate and implement Sony’s corporate business strategy, working closely with key executives at Sony Group companies worldwide. Since joining SCA in March 2009, he has helped lead efforts including the acquisition of EMI Music Publishing; the establishment of 3net, the first 24-hour 3D cable channel through a joint venture of Sony, Discovery and IMAX; the acquisition of Ericsson’s stake in smartphone manufacturer Sony Ericsson; the acquisition of healthcare products innovators iCyt and Micronics; the execution of multiple intellectual property joint ventures and investments; and the creation of the Times Square electronic billboard joint venture with News Corp.

Mr. Walker has served on the Board of Directors of movie studio Metro-Goldwyn-Mayer (MGM) and currently serves on the Board of Sony/ATV Music Publishing, a 50/50 joint venture established in 1995 between Sony and Michael Jackson. He is a former Term Member of the Council on Foreign Relations (2003-08), as well as a former Foreign Policy Association Fellow. Prior to joining SCA, Mr. Walker was Vice President of Mergers and Acquisitions at Viacom and Vice President at Goldman Sachs in the investment banking division. He graduated magna cum laude from Washington University in 1994 and received a J.D. from Yale Law School in 1997.



Orlan Boston

Ernst & Young LLP

Orlan Boston is a principal in EYs Transaction Advisory Services Life Sciences sector and Operational Transactions Services group. He brings 15 years of experience in management consulting and transaction advisory services for the life sciences and healthcare industry. Mr. Boston's primary areas of focus are in mergers, acquisitions, restructuring, and commercial and operational strategy in the pharmaceutical, biotechnology, and consumer healthcare sectors. Before joining EY, Mr. Boston worked at Deloitte Consulting, where he was the National Life Sciences & Post Merger Integration Consulting Practice Leader, a member of the National Markets Services Leadership Committee and the Chief Diversity Officer.


Alicia Lohman

Ernst & Young LLP

Alicia Lohman is a principal within Ernst & Young LLPs Transaction Advisory Services practice, where she leads Operational Transaction Services in the southwest region. Alicia supports clients on both the buy side as well as the sell side of transactions. She works across the transaction life cycle from operational due diligence and design/plan phases through implementation. In addition, her work includes evaluation of synergy realization after a transaction has migrated to ongoing operations. While she focuses on the energy sector, she has experience in the engineering and construction, automotive, utilities, logistics/distribution and telecommunications industries.



Jeff Perry

Ernst & Young LLP

Jeffery Perry is the Americas Operational Transaction Services (OTS) Leader within Transaction Advisory Services (TAS) for EY and has more than 20 years of experience advising clients on all phases of transactions and capital events. Jeff helps corporate and private equity clients operationalize and execute strategies associated with major capital events and advises clients to bring operational issues forward, into the transaction phase, to mitigate risk and help ensure execution success.