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The sales people (business development representatives) have compensation plans that include commissions as a percentage of bookings. I believe those are properly accounted for as direct costs, easily passing the "but for" test. They are currently part of G&A, and my attempts at telling the owner and the BD people that the costs should be accounted for as direct costs are met with a chorus of objections from the BD people. The owner typically gives them what they want, and their several voices outshout me. A. Is my interpretation correct, these should be accounted for a direct costs? B. Assuming yes to A., what arguments are likely to persuade the owner? C.(1) I was once advised to be more aggressive in pursuing my ideas. I am considering more aggressive options and following that advice. C.(2) Salespeople tell me that a customer won't buy unless he feels pain. In this case, effectively the owner is they customer, and he won't change unless he feels pain. C.(3) Assuming my interpretation is correct, what is the best way to make him feel enough pain to change?