Calling yourself an "AI Company" raises more concerns than it does any good, and should be avoided if possible.
The AI boom has made it possible to build things in months that used to take years. That's a great thing, but it also means there's a lot of vaporware out there with people chasing cool ideas without the depth to build them properly or safely.
Because of that, governments have been absolutely flooded with half-baked "AI for ___" companies over the last few years, and many of them have been burned by those products.
Now you're not like that, and your product actually works. But the people you're talking to don't have the context to easily tell the difference between what's real and what isn't. Most don't fully understand what AI is, how it works, or how to evaluate it, and more importantly, they've seen it cause tons of problems. Many public workers just know that PII is bad and that AI got a lot of their peers a few cities down in a heap of trouble. Calling yourself an AI Company is cool and sexy, but at the moment doing so creates an air of uneasiness around your product that it does not deserve.
Sell the output, not the model
So your job isn't to talk about how cool your LLM is or explain how your system works. It's to prove that it does work, that it's reliable, that you understand exactly where it fits into their operations without introducing new risk, and that you're comfortable talking about that risk.
Mention "AI" only once or twice if possible, be willing to go to great lengths to defend it if needed, and only go into great depth if they ask. Be willing to teach if they're interested, but don't lead with it.
Your product is the output. Your product is the value created by that output. Talk about that.