It’s been a record-setting year for investments in legal tech, with the industry reaching the $1.2 billion threshold this year for the first time, according to LawSites.

As more capital enters the industry, legal tech companies stress the importance of discussing the legal market’s needs and championing their solution as universal when speaking to investors. Unlike other industries, however, legal tech startups must combat a lingering concern that lawyers aren’t tech adopters when attempting to persuade potential funders.