Here's part II of Going Direct 101. Start here for background and also to have a look at my questionnaire to find out if you're able to go direct. If you think you can do it, here are some tips that worked for me:
Plan ahead: Start talking to key people months in advance, testing the waters to see if your current client organization would support you as a direct, corp-corp contractor.
Review your employment agreement: This is the only document that should concern you. Your placement company may have policy against this and that, but what you agreed to is what you are legally bound to do.
Decide for yourself if doing this operates within your own personal ethical structure: If you are hourly employee or a subcontractor, here's my take on the ethics of this: You are a commodity, you should have the right to trade your skills fairly. Would your placement company trade you in for a better deal if they could? Most likely the answer is yes.
Get the full-support of your client manager: Make sure that your client manager knows why and when you plan to attempt the go direct. If possible, get them to verbally commit that they'd hire your as a consultant from another company or directly were you to become available.
Approach client managers well in advance, more than once and when they're in a good mood: Especially good is to approach them after an exceptionally successful project. Talk to them on a Friday afternoon when they're not as busy. Avoid Tuesdays - they are usually the most hectic for upper managers.
Don't badmouth your placement company: This does no one any good. I don't think I have to explain this one..
Keep in on the down low: Don't go around telling everyone what you want to do. Tell just enough people to ensure that you have support.
Be consistent about your reasons for going direct and discuss them with the key people at your client company: Your best option here is to make your long-term career the major issue. You should only make career moves that are forward looking and have positive long-term benefits.
Next time: Executing the Deal
-Brendan