Deborah L.

Klarfeld
San Antonio TX 78259 Mobile 210-617-0533
djklarfeld@satx.rr.com www.linkedin.com/in/deborahklarfeld

GROWTH-ORIENTED STRATEGY, LEADERSHIP AND PRODUCT DEVELOPMENT EXECUTIVE
Focus: President, COO, General Manager, VP (for $5M-$450M technology-driven industries and markets)
Strengths: Strategic Planning Execution Market & Product Analysis Technology Systems Compliance
Senior Executive noticed for a consistent ability to position companies for improved financial viability, operational efficiency,
product quality and expanded market opportunities. Specialist in building/optimizing teams and managing operations to navigate
out of top- and bottom-line challenges wrought by low margins and product development/delivery issues. Characterized as a
collaborative, passionate leader with a special ability to catalyze change.
Carefully blend technical and operations management expertise to advance products, develop and retain business, build and
nurture high-level customer relationships, boost margins and improve profitability. Superior strategist and tactician with both big-
picture perspective and detail orientation. Effective and confident in partnership and C-level roles with their incumbent authority
and accountability. A trusted face of the company with unquestionable integrity, wholly focused on developing and executing
strategies around people, technology and product that will achieve the organizations goals.
TRACK RECORD OF STRATEGIC LEADERSHIP RESULTS:
Company Result
Employment Background
Investigations, Inc.
Lead efforts across the organization to triple revenue per employee while doubling
top line revenue.
First Advantage American
Driving Records Division
Re-engineered software development, compliance, customer service and operations
resulting in a 15% in net profitability.
Harcourt Assessment, Inc.
Rebuilt and sustained the fragmented Product Marketing Team resulting in 28%in plan
revenue with a 15% in corresponding marketing spend.
US Investigations Services
Consolidated 4 previously independent business organizations into a single, fully
integrated product fulfillment operation an immediate >$2M in cost.

EXECUTIVE PERFORMANCE HISTORY
Employment Background Investigations, Inc. (EBI) Owings Mills, MD 2009 to 2014
Privately held provider of international background screening and drug testing services.
CHIEF OPERATIONS & COMPLIANCE OFFICER
Recruited personally by the CEO to develop and lead enterprise-wide turnaround initiatives during the hard-hitting, 2008
economic recession. 5 direct, 55 indirect reports. Key challenge: resuscitate the corporate culture, redesign internal
processes and influence growth by developing products and services that would become long-term drivers of revenue.

Strategic Leadership Following the 2009 operations center closure, a 20% manpower reduction and an across-the-board
pay cut, analyzed and re-engineered critical operational and compliance processes resulting in
improved product quality, a 300% in productivity as measured by revenue/employee and a 25% in
turnaround times.
Capital Project
Management

Process
Improvement

Organizational
Leadership
Technology
Compliance

Results
Challenged to replace EBIs business-critical technology platform after the first attempt to do so
failed. Led the make or buy analysis; sourced and selected a vendor provider; designed and
implemented the client migration project, completing 80% transfer of 5000+ clients in 90 days.
Drove change through the implementation of Continuous Improvement quality processes in all
departments and functions across the organization to achieve first-time NAPBS accreditation,
ISO/IEC 27001 and ISO 9001 certifications.
Redesigned and deployed performance review, benefit and insurance, compensation, performance
measurement/improvement and succession-planning processes to maximize employee productivity.
Led the IT function through multiple upgrades including implementing disaster recovery systems.
Re-engineered and documented a formal program to ensure ongoing compliance and mitigate risk.
Doubled revenue, tripled per-employee revenue over tenure; positioned to double again in 3 to 5 years.
Deborah L. Klarfeld, Page 2 djklarfeld@satx.rr.com 210-617-0533

First Advantage American Driving Records Division Rancho Cordova, CA 2007 to 2009
(ADR) is a leading provider of critical motor vehicle records, vehicle records and data services to insurance industries, pre-employment
screening agencies, and employers in all 50 states, Canada, Puerto Rico, and US Virgin Islands.
SENIOR VICE PRESIDENT, OPERATIONS
Accountable for all operational elements of the $68M division $4M operating budget, P&L, compliance and risk
management, the IT operating systems maintenance and development, customer service and all aspects of ADRs product
development and delivery. 4 direct, 35 indirect reports. Key challenge: improve operational efficiencies and margins in all
primary market segments.

Fiscal Leadership

Product
Development
Developed and initialized a new and highly effective process for planning and product
selection/development based on the construction and analysis of segment-specific P&L statements.
Ideated and led an aggressive product portfolio analysis focused on identifying and eliminating
cash-consumptive, underperforming businesses. Released resources to pursue higher-return options.
Technology
Management
Culture Change &
Team Leadership

Results
Refurbished the outdated and inefficient software development process including the
identification and hire of a new IT leader to drive projects to completion on time and on budget.
Led the initiatives to inspire a new, enterprise-wide standard of practice based on 4 ideals: product
quality, superior customer service, efficient workflow and compliance. Personally engaged,
mentored and supported multiple-culture and high-potential individuals.
Efforts resulted in a 15% in net profitability over tenure.

Harcourt Assessment, Inc. (now Pearson Inc.) San Antonio, TX 2006 to 2007
Founded in 1921, a global leader providing education and information products to educators and clinicians.
SENIOR DIRECTOR, MARKETING CLINICAL PRODUCTS DIVISION
Challenged to lead all product management and marketing functions for the $140M division associated with delivery to the
educational and medical practice market verticals. 5 direct, 20 indirect reports; $30M annual budget. Key challenges: develop
and shift strategy to retain market share in the face of increased competition and regulation. Redefine the senior-
leadership role and re-engineer the underperforming support structure and its culture to drive growth.

Strategic Leadership Selected as a member of the executive leadership team reporting to the Division President
whose goal was to provide product and market advisory for long-term planning and development.
Led the launch of 4 multi-million dollar products 3Q7 through 1Q09.
Culture Change &
Team Leadership

Results

Championed critical product management principles product roadmaps, resonating value
propositions, strategy validation through market research, focused target market development and
brand management strategies to influence profitability through workforce productivity.
Delivered revenue 28% goal and reduced marketing spend by 10% a 16% boost in profitability.

US Investigation Services Tulsa, OK 2003 to 2005
$450M company offering customized pre-employment screening services to government and commercial customers worldwide.
VICE PRESIDENT, PRODUCT DELIVERY COMMERCIAL SERVICES DIVISION (now HireRight)
Provided operational oversight for the $130M division serving >6000 customers. Planned and directed the product
development lifecycle, the product portfolio and division-wide fulfillment operations, systems and technologies. 225 reports;
$8M annual budget. Key challenge: centralize and optimize the product portfolio to grow profitability and mitigate risk.


Strategic Leadership

Operations
Management


Results
Created and staffed a new product management team credited with the strategic management of all
existing and new products a key contributor to the double-digit revenue growth.
Within six months, consolidated 4 previously independent business organizations into a single, fully
integrated product fulfillment operation with a standardized product offering that met or exceeded
all performance objectives.
Identified and captured >$2M in direct cost savings and accelerated product delivery time by 10
30% while significantly improving the quality of the entire product portfolio.

Deborah L. Klarfeld, Page 3 djklarfeld@satx.rr.com 210-617-0533

TMS, Inc. Stillwater and Tulsa, OK 1999 to 2003
Publicly traded software development and services company specializing in document imaging processing and academic test scoring products.
PRESIDENT (2002 2003)
VICE PRESIDENT, GENERAL MANAGER (1999 2002)
As principal company officer and primary interface to the Board of Directors, held full P&L and operations accountability and
decision-making authority for both business units. Drove vision and strategic direction, originated and executed strategic sales,
marketing and financial plans, designed and improved business processes and established key partner relationships. 4 direct, 38
indirect reports; $3M annual budget. Key challenge: grow static revenue to position the enterprise for a profitable sale.

Strategic Leadership

IP Protection
Results
Through careful analytics, boosted revenue 12% by developing and implementing marketing plans
for each product line, then focusing development and marketing activities on the key verticals.
Identified fraudulent practices and recovered contractual license-fee revenues and damages for ELT.
Delivered 40% more new product releases per year than 5 previous years at 10% lower cost by
realigning company-wide software engineering resources to enable rapid, flexible, cost effective
development cycles. Created the product management function and its linkage to the sales
organization to optimize outcomes in terms of revenue and margin.

Electronic Label Technology Tulsa, OK 1996 to 1999
Privately held provider of software and turnkey solutions for point-of-purchase signage and labeling for major retail customers nationwide.
VICE PRESIDENT, BUSINESS & SOFTWARE DEVELOPMENT
Key member of the 6-person executive team sharing P&L accountability for the rapid-growth technology company with 3
business units. Conceived and executed business development and revenue generation strategies. Introduced structure to
product development, product management and marketing functions for the full line of products including software, hardware,
and supplies. 5 direct, 14 indirect reports; $2.5M budget. Key challenge: redesign and manage the flagship software
product and influence growth by matching investments to products that would become long-term drivers of revenue.

Strategic Leadership

Built, staffed, and led a product management organization enabling rapid, market-focused, on-
budget development / rollout across product lines. Led the software development team through on-
time and on-budget delivery of next-generation product solutions.
Results
Credited with personal contributions to delivering 50% profit margin on core software products by
restructuring and streamlining the software development process. Delivered >$7M in annual revenue
by managing the cost-effective development and commercialization of 6 new products in 3 years.

EARLY CAREER (Complete details are available on request)
VP, Marketing United Industries Corporation, Metals Group
Director, Marketing Petrolite Corporation, Specialty Polymers Division (now Baker-Petrolite)
Various R&D (individual contributor and management roles) Dow Chemical Company

EDUCATION & PROFESSIONAL DEVELOPMENT

MBA-Concentrations in Management & Marketing, UNIVERSITY OF TULSA, Tulsa OK - 1993
BS-Chemistry (with Special Distinction), UNIVERSITY OF OKLAHOMA, Norman OK - 1978
Business Marketing Strategy, Northwestern University Kellogg School of Management, Evanston IL
Discovery Selling, Sales Mastery, Discovery Prospecting, Performance Resource Group, Tulsa OK
Practical Product Management, Strategic Role of Product Managers, Pragmatic Marketing, Inc., Scottsdale AZ
Applications of Marketing Research; Tools and Techniques of Data Analysis; and Practical Multivariate Analysis, AC
Nielsen, The Burke Institute, Cincinnati OH
Technomarketing: Using the Tools and Techniques of Tomorrow to Reach Your Customers Today, American Marketing
Association, New York NY
Selling Up, Selling Out: How to successfully position, value, prepare and negotiate merger, sale or divestiture of IT service
or software company, Corum Group, Ltd., Bellevue WA

Affiliations:
National Association of Professional Background Screeners (NAPBS)
Drug & Alcohol Testing Industry Association (DATIA)
Substance Abuse Program Administrators Association (SAPAA)