Meet The Team: Marty Lattman – Managing Director for Northern Maryland and South Pennsylvania

1. Where did you grow up?

State College, PA

2. Where did you study for college?  

BA from The College of Wooster in Wooster, Ohio. MBA from Cornell University in Ithaca, New York.

3. What was the first job you had out of college? What was the most important lesson you learned there that has stuck with you for your entire professional career?

I joined Xerox Corp. as a financial analyst after receiving my MBA. My main take-away was that no matter what discipline or function you end up in during your career, being financially aware and facile with numbers is always valuable. As important as strategy, execution. leadership, and things like that are that business ultimately boils down to people and numbers.

4. What drew you to working with A Neumann and Associates? 

I have always enjoyed the challenge of M&A work, and it was very important that I become part of a sophisticated, prestigious firm. After I reviewed A Neumann & Associates LLC’s website, I was immediately impressed by their operating philosophy, the rigor of their methodology, and the exceptional track record and reputation that has been achieved. I believe that a person should always strive to work somewhere they are proud of, and for me A Neumann & Associates LLC was exactly that kind of firm.

5. What counties and states do you represent?  

I handle upper and western MD, southeastern PA, DE, and the eastern panhandle of WV.

6. What do you feel makes your region unique compared to others? (tax benefits, special laws, etc.)?  
My region is somewhat unique in that there is only one major city (Baltimore). Most of the businesses within our target range are based in cities of 25,000 – 75,000 people. I feel that this is advantageous because there are fewer M&A firms active in these smaller cities. 
7. What do you find is the biggest challenge in your region compared to others?

I don’t really have a basis for comparison at this point, other than perhaps population density (except for the Baltimore metro area).

8. What do you find is the biggest advantage working in your region compared to others?  
9. What do you think is the most underrated opportunity in your region?  
It is somewhat early to tell, but my sense is that western MD, DE, and the eastern panhandle of WV are under-served from an M&A advisory standpoint.
10. Most rewarding experience you’ve had working in your region?
Just started, but I’d say learning how amazingly thorough Achim’s model is for selling a business.

11 Best advice for someone considering selling a business in your region 

Start preparing for the process of selling your company 3-6 months in advance of going to market. There are many things you can do to increase the value and subsequent sale price before then, if you work them proactively based on the results of your formal business valuation.

13. Best advice for someone considering buying a business in your region

Do your homework!