If you’re a start-up (or first timer) and you’ve decided to exhibit at Legalweek 2020, congratulations, you’re exhibiting at the biggest legal tech conference of the year with the highest number of attendees and media. Now for my condolences because, well, you’re exhibiting at the biggest legal tech conference of the year with the highest number of attendees and media—how can you get to the right targets and gain media attention with so much noise and competition?

80% of conference success is not just ‘showing up’—it requires marketing. With 160+ other exhibiting companies to compete against, the stakes are high to achieve ROI. But just to make things a little more like Gladiator, as a start-up, your marketing efforts come with a blindfold and hands-tied: no email addresses shared on attendees lists, no budget for additional sponsorships or fancy cocktail parties, and no time to power through LinkedIn prospect by prospect.