Find questions to ask or bring some timely matter to their attention, or take them for lunch or a ball game, if that is appropriate in your environment. Your prospect wants to talk about current or future issues, not the past. Your goal is to demonstrate an understanding of their plans and goals, and then focus on how your services or personnel will help achieve those goals. It's the same in business. If you are knowledgeable and you talk about the prospect's issues and concerns, if you talk about how you can help them to succeed, you will find yourself gaining many more clients.
Proposals are a process of persuasion.
Each key issue or message in your presentation should be structured persuasively. Give your observation or recommendation. State the specific benefits of using you for this particular topic. Name the features, services or expertise you offer that will solve or address the problem. Make your claims.