Answer:
You’re right to feel uncomfortable when forced into making recommendations without fully understanding needs. Sometimes customers ask for this type of presentation because they don't know else to ask for to compare resources. They're trying to get information.

My first recommendation is to pay close attention to pre-call planning. If you've been asked to make a presentation outlining your capabilities, ask your contact who will be in attendance. Then, find out what their role is, how the decision will affect each, what their concerns and interests are and what type of presentation each would expect. You may be able to get the majority of this information from your key contact. Even so, ask if you can contact each of the participants to find out what each would like you to concentrate on in the presentation. It's always a good strategy to get coaching from an internal source who wants you to win and can point you in the right direction.

Even with the best pre-call planning, it's easy to get blindsided with meeting participants that you didn't expect. And, it's dangerous to present solutions without understanding their agenda. Come prepared with topics that you anticipate to be of interest to the group, and be prepared to adjust. Here are some simple ideas for uncovering the needs of a group, encouraging initial interaction and setting a non-threatening tone for presentations.

• Give a non-threatening quiz as people walk in to prompt questions. Use this as your major points to organize your presentation. This will gain interest in what you have to say.
  
• Distribute index cards to participants as they enter the room. Ask them to write down the biggest question that they have in regards to the session. Collect the cards and use them for discussion points later. Make sure you stay one the technical level of the group.
  
• Distribute index cards to participants after your presentation. Ask them to write down the biggest question that they have in regards to the presentation and use as discussion.
  
• Greet participants as they walk into the room. Get to know why they are there and take a true interest in them. This will help build their comfort level and yours. Get to know their names if possible and use their names in calling on them for responses.
  
• Get the group moving with you right at the start of the presentation. If you wait until after to start asking questions, it will be more difficult to get the group to respond. A simple example may be to ask demographic information by asking for a show of hands.
  
• Zero in on individuals. Even though you are talking to a group, act as if you are talking to individuals.
  
• Connect with your audience by establishing eye contact. Connect with one person at a time for about three to five seconds and continue to focus on people throughout the entire room. Get close to your audience. Don't put a barrier between you and the audience, such as a table or podium.
  
• Move close to an individual when they ask or respond to a question, and maintain eye contact. When you respond to the question, move back and address the larger group.
  
• Be yourself-let your natural style, gestures and personality come through. Don't be rigid or stiff. Natural gestures and arm movements add to your personal style. However, be careful of distracting movements, such as playing with change in your pockets, or playing with jewelry, rocking back and forth, cracking knuckles.