I have to disagree with you somewhat here. Until businesses stop seeing IT departments only as "cost centers" you'll be able to try to "convince" them of what's in their interest until you're blue in the face. And I don't believe it's only IT's job to convince the business what is needed. Many businesses need to take a more active role in analyzing and understanding what IT departments do for them- they're the ones footing the bill, after all. You wouldn't make a new investment or buy a new (insert item her) without first UNDERSTANDING what you're getting, would you?

Furthermore, my company views all IT department spending as a cost and only a cost. But think about this: in the last several years, we developed a sophisticated (insurance) Simulated Rating Engine that actually performs rating of policies for underwriters. This rating information directly makes our company money- either by raising the amount of premium we charge, or lowering the exposure for claims against the company. But I can guarantee you won't get the company to consider this IT "making" them money. They paid a fixed cost for some magical technology black box. Now, the results of USING the black box are counted toward the underwriters, not IT.

This is just one concrete example of why I believe CA attitudes about IT contributions to the business need to change. Without that type of shift, IT will always be just another cost on the balance sheet- only able to take orders from the business (even if we are actively changing things and/or doing what's in the company's interest).