Hey Craig,
It reads like your client are making programs, without a Broadcaster or a streamer on-board to pick up the bill.
Unless they are offering you proportional size of the pie in form of ownership, they can not expect you to act as an investor would do.
A suggested conversation points from your position:
Do address their concerns:
“It sound like [they] just lost one big opportunity and then got stood up at the alter and saw their betrothed run off with someone else. That must have been both costly and heartbreaking.”
Then ask two questions:
“If you do not have trust in me and the experience and creativity that I bring to the table, how can I trust you?”
“What benefit could I possibly gain from competing up against you and your project, in the same market, where many of my peers and other customers are based. And who would be offended and not use me again, if I became a direct competitor against any client of mine?”
Then state:
“The only way that I can sign over my rights to the footage to your company is for you to pay me in full. If you once the project is fully delivered, wants to sign me up for a further two years, then you will need to pay me the full cost of those two years, in advance”.
Then give a concession:
“Obviously as I created the footage and the project will be for public usage. Apart from me having a suitable credit(s) on the finished production where-ever it is shown. I will also undertake not to talk about it, or show my work up until such time that the project has been released and shown in public whether behind a pay-wall or on free-to-air on-line and/or broadcast.”
It goes without saying, that if you don’t trust the client, and they don’t appear to trust you, both parties might be better off not working together.
Atb
Mads