Can you find the mutual benefit? He wants to know you’ll be there, but you need to know he’ll be there. Things happen. Funding disappears. People disappear. Bankruptcy happens. My advice is to make a detailed line-item budget of what you need to do, down to the gaffer tape rolls and practicals. Look at when you have to spend it. You don’t want to be caught holding the bag.
Here are the payment points that are quite common:
1/ Upon booking. If they want the shoot booked in pen, not pencil, they have to show their commitment. Else you might just take another job that happens along.
2/ Upon start of shoot.
3/ Upon start of post.
4/ Upon approval.
5/ Upon delivery.
Most deals in my experience have been 50/50 or 34/33/33. If you have a lot of initial outlay — like having to rent a crane — you will want more up front.
If they don’t want to pay until the end, that means they’re considering not paying. In that case, my advice would be to look for business elsewhere and leave that job to the recent graduate wanting to build his reel — because that’s all anyone will get out of a “well pay you at the end” deal.
Laura