The first piece in this series discussed how to “Ace Your Phone Interview in Five Simple Steps”. Now, we’re focusing on the in-person interview because you can never do enough prep-work when you’re trying to land the perfect position.

By the time you enter a major firm for a sit-down conversation, you’ve been through a lot. You made the decision to at least seriously consider leaving your old firm (probably because you were unhappy), you also had to search for a recruiter, find the right position, submit your application materials and maybe even attend a mock interview with your recruiter — trust us, it’s for your own good. But, be it because of nerves or just plain stress, there are still a few errors candidates make time and time again. And when a candidate flubs in an interview with an associate or partner, it could cost them the job. So to do our part to help out, we’ve laid out four tips to consider before you step foot in your next big interview.

Don’t Fixate on Hours and Compensation
Here’s the thing: If you really want the job, then show your interviewers that you really want the job. It’s that simple. Don’t go in dukes up, ready to fight for the perfect salary or ideal hours. You want the interviewer to like you, and you want the job, obviously. The negotiating can be done later.

Just a heads up, this is what the process should look like: Sell yourself first, then get the offer, then negotiate salary and hours. No interviewer at any firm will ever find a candidate pleasant or easy to work with when that candidate has an attitude about the pay or the hours of the firm. And if it really is that big of an issue, maybe it’s not the right firm for you in the first place. But regardless, that’s something to talk over with your recruiter who has a relationship with the people at the firm, not for you to deal with.

Keep Things to Yourself
Let’s be honest, sometimes it’s just better to keep your mouth shut. Even if you’re asked to explain your entire work history from start to finish, you should know when stop. In fact, according to Michael Neece, Monster contributing writer, you only have about 90 seconds to get your point across before your interviewer loses interest:

• As you begin speaking, the interviewer is listening with nearly full attention.
• After about 10 seconds, he begins listening with less intensity.
• After 60 seconds, his mind begins to wander and he’s devoting less than half his attention to you. The interviewer starts asking questions about your response or begins formulating his next interview question.
• After you’ve been speaking for 90 seconds without interruption, the interviewer is barely listening at all.

These stats are exactly why it’s important to rehearse what you’re going to say. When you drag out your answers, you can very easily be labeled as someone who just likes to hear himself talk. Ever heard of an elevator pitch? Thinking for a few seconds about the best way to phrase your answers and then executing in a clear, concise way is the best way to respond to questions. Keep in mind that you don’t have to answer right away. Take a few moments and collect your thoughts — it’ll prevent you from spitting out the first thing that comes to mind.

However, there’s something to be said about having a personal connection with your interviewer. If you find a common interest, run with it. Do you both ski at the same resort in Colorado? Did you grow up in the same town? Make those connections. And as a side note, it’ll be easier to push the conversation in the direction of your common interests if you do your research beforehand on the person you’re interviewing with.

Review Case & Deal History
Your case or deal history can be one of the most important questions you’re asked in an interview. What you don’t want to do is forget the details of any particular case or deal because not only does it look like you’re unprepared, it can show that you were possibly exaggerating on your role on your deal sheet. So again, do your research.

Are you seeing trend here?

Your interviewer will be able to tell if you start stuttering or trying to BS your way through an answer about a case you worked on. You should recall details if asked, and also be able to expand on exactly what your role was. Even if a deal didn’t close, keep in mind that it can still be important, and you might be asked a question about it.

Prepare SMART Questions
It’s likely that you’ve heard time and time again how important it is to have questions prepared before you walk into an interview. But here’s what’s different about what we have to say: It’s important to have smart questions prepared before you walk into an interview. Every candidate can ask ‘Why do you like working here?’ Think outside the box.

If you’re interested in a similar role as your interviewer, you could ask a question such as: ‘What did your morning look like?’ or ‘How do you plan to spend the afternoon?’ This will give you insight into the daily schedule of the firm and how days are laid out. Also consider asking ‘What projects need to be taken on immediately?’ This question could possibly give you insight into workload or what your first project is going to look like should you get hired.  Even asking where an interviewer was before they worked at their current firm could be helpful. It’s good to know where and why people end up where they did.

When it comes to interviewing, it can be a delicate process, especially while you’re still working at your current firm. You have to be confident, but not cocky and conversational without giving away too much information. In short, just remember to do your research and come prepared.