EiB supported our client in securing a place on the British Airways (BA) Tier 1 Contractor Framework, part of the airline’s Better Buildings Programme at Heathrow.
The opportunity
British Airways were seeking to appoint framework contractors capable of delivering complex works across its Heathrow estate with the potential expansion to other UK locations. The three-year framework, with optional extensions, underpins BA’s ambition to create sustainable, resilient, and inspiring operational environments. Key to the appointment of successful contractors was a clear alignment with BA’s Better World principles of People, Planet, and Responsible Business.
Our client needed to demonstrate credibility in a sector in which they had limited experience, positioning transferable experience from rail, highways, and utilities as directly relevant to aviation. The challenge extended beyond technical capability: it required showing cultural alignment with BA’s collaborative ‘One Team’ ethos and long-term partnership vision.
EiB approach and involvement
Our involvement spanned both the PQQ and ITT stages.
- PQQ stage: Led by one of our Strategic Bid Consultant as the Bid Director, three bid consultants (writers) worked collaboratively with the client to establish a clear win strategy, aligning their story to BA’s evaluation criteria. We developed narrative themes that showcased shared values, sustainability credentials, and a partnership mindset
- ITT stage: The team streamlined to the Bid Director and a Senior Writer, maintaining focus through deep engagement with Subject Matter Experts. Together they refined technical content, strengthened storytelling, and sharpened alignment with BA’s framework objectives.
At both stages, we facilitated in-person final read-through days with the full bid team. These sessions ensured consistency of tone, accuracy of detail, and a single confident voice across all documents and CVs.
Key features of EiB’s approach included:
- Reframing transferable experience to highlight relevance to aviation
- Embedding BA’s Better World pillars through the narrative
- Reviewing and challenging the draft responses as the evolved through the bid programme
- Developing compelling CVs that emphasised behavioural strengths alongside technical expertise
- Maintaining continuity between stages despite reduced team size, supported by strong knowledge transfer.
Success and outcomes
Our client was successfully shortlisted at the PQQ stage and then invited to make a presentation following the evaluation of their successful ITT submission. This secured the win and they were awarded one of only two places on the framework. This excellent outcome resulted in entry into a high-profile market and reinforced our client’s reputation as a collaborative, forward-thinking contractor capable of supporting BA’s sustainability and transformation goals. EiB’s structured yet creative approach ensured the submission reflected BA’s ‘One Team’ principles, demonstrating not just capability, but partnership potential.