I recently spoke to Pak about how entrepreneurs can best prepare to work with a large organization, what Target looks for in startups and why building relationships with you is key to the company's success.

Here are three major tips from our conversation.

Know what you want before you talk

Those that engage with us get a level of industry expertise, domain knowledge and a natural environment to get feedback and test their product. It can sometimes help them redefine and pivot their business model to help them scale. Others may not have been in an environment where they scale to serve 30 million guests a week across 1,800 stores. It is a surprise to them to understand what it takes to work on a scale at that level.

If this is your goal, then it means you and your startup need to be ready to scale. It may not mean hiring a bunch of folks now or renting a larger office space. For now, it may just mean having systems in place, levers you can pull, for when the time comes. Having a strong brain trust and a long-term strategy are a good place to start.

Put your systems in place now

If they were talking about a new emerging brand, then they need to understand how to build for scale, sourcing, producing, packaging, and delivering it to 1,800 locations. For the direct-to-consumer ones, like online-only startups, it is a very different model for them, and a learning experience.

Some of the biggest brands today are straight-to-consumer with online-only experiences. Companies like Target are a multi-level experience, meaning online, phone, and brick-and-mortar stores need to operate as one seamless sale. Target has created or partnered with many different accelerators, including the internal Target Takeoff, Target Incubator, Target + Techstars and the India-based Target Accelerator Program, to help smooth out the transition for upstarts.

With or without the initial support, though, you need to understand that your model will almost certainly have to change as you reach higher levels. For instance, my entrepreneur coaching practice was ad hoc, but as I got more clients, I had to create more standards, get calendar management software and formalize my methods. If the goal is to get into 1,800 stores, then you can't use the same methods that got you into 18.

Corporations need you as much as you need them

I'm a firm believer that innovation exists everywhere at Target. We have to have speed, agility, and adaptability. With startups, I love the energy they bring. They understand that there is a risk that they won't succeed, and that's very helpful for us. We firmly believe you have to be able to fail in order to scale. It's a good part of the culture.

I've found this myself: As driven entrepreneurs and independent creatives, we have a certain vitality that large companies crave. The agility, freedom and scrappiness you take for granted is actually in small supply. Target is a respected, innovative company, taking on partnerships with upstart designers years before it was cool.

It's important to remember your value as you negotiate with bigger entities. As I share in my Create Your Worth keynote, they need you as much as you need them. Act like it.